Bargaining Tactics is a strategic method employed in sales negotiations that systematically employs specific techniques to influence the negotiation process and secure favorable outcomes by leveraging timing, information, concessions, or psychological leverage.
105
Publications
8.1K
Citations
202
Authors
115
Institutions
Publications per year
2017–2026
14
Parents
Publications
105
Strategic Choice in Negotiation
Dean G. Pruitt · American Behavioral Scientist · 1983 · 435 citations
1–5 of 105
Authors
202
- EJ
6
h-index
- SB
5
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- RJ
4
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- JA
3
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- DD
3
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1–5 of 202
Institutions
115
Marquette University
Milwaukee, United States
3 h-index
3 publications
159 citations
American University
Washington, United States
3 h-index
3 publications
83 citations
College of Business Administration
Riga, Latvia
2 h-index
2 publications
33 citations
University of Massachusetts Amherst
Amherst Center, United States
2 h-index
3 publications
181 citations
Tel Aviv University
Tel Aviv, Israel
2 h-index
3 publications
76 citations
INSEAD
Fontainebleau, France
2 h-index
2 publications
72 citations
Fisher College
Boston, United States
2 h-index
3 publications
462 citations
WHU – Otto Beisheim School of Management
Vallendar, Germany
2 h-index
4 publications
68 citations
1–8 of 115
Venues
- Negotiation Journal
7 publications · 119 citations
7
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- Journal of Business and Industrial Marketing
5 publications · 151 citations
5
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- Journal of Personality and Social Psychology
4 publications · 830 citations
4
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- Industrial and Labor Relations Review
4 publications · 391 citations
4
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- Journal of Conflict Resolution
3 publications · 287 citations
3
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1–5