Concepedia

Commercial Negotiation

Commercial Negotiation is a form of negotiation involving the exchange of goods, services, or resources between parties in a business context, distinguished by its focus on achieving mutually beneficial economic agreements within market-driven environments.

15

Publications

692

Citations

25

Authors

18

Institutions

Publications per year

2017–2026

2

Parents

Children

Publications

15

A Machine-Learning Approach to Automated Negotiation and Prospects for Electronic Commerce

Jim R. Oliver · Journal of Management Information Systems · 1996 · 231 citations

, , +17

Business negotiations in Canada, Mexico, and the United States

Nancy J. Adler, John L. Graham, Theodore Schwarz Gehrke · Journal of Business Research · 1987 · 78 citations · Full text

, , +13

Opportunism and Trust in the Negotiation of Commercial Contracts: Toward a New Cause of Action

G. Richard Shell · Vanderbilt law review · 1991 · 67 citations

, , +13

Testing a Negotiation Model on Canadian Anglophone and Mexican Exporters

Alma Mintu‐Wimsatt, John L. Graham · Journal of the Academy of Marketing Science · 2004 · 57 citations

, , +11

Commercial Exchange Relationships and the “Negotiator's Dilemma”

Patrick J. Kaufmann · Negotiation Journal · 1987 · 48 citations

, , +14

1–5 of 15

Authors

25

  1. JL
    John L. Graham

    University of California, Irvine, United States

    3 publications · 150 citations

    3

    h-index

  2. PJ
    Patrick J. Kaufmann

    Boston University, United States

    1 publications · 48 citations

    1

    h-index

  3. CC
    Catherine Casamatta

    Toulouse School of Economics, France

    1 publications · 35 citations

    1

    h-index

  4. JE
    J. Ehrman

    London School of Economics and Political Science, United Kingdom

    1 publications · 37 citations

    1

    h-index

  5. JW
    Jackie Walters

    University of Johannesburg, South Africa

    1 publications · 16 citations

    1

    h-index

1–5 of 25

Institutions

18

  1. University of California, Irvine

    Irvine, United States

    2 h-index

    2 publications

    72 citations

  2. Toulouse School of Economics

    Toulouse, France

    1 h-index

    2 publications

    70 citations

  3. ETH Zurich

    Zurich, Switzerland

    1 h-index

    2 publications

    58 citations

  4. Tecnológico de Monterrey

    Monterrey, Mexico

    1 h-index

    1 publications

    78 citations

  5. University of Pennsylvania

    Philadelphia, United States

    1 h-index

    1 publications

    231 citations

  6. Pennsylvania State University

    State College, United States

    1 h-index

    1 publications

    10 citations

  7. Florida State University

    Tallahassee, United States

    1 h-index

    1 publications

    13 citations

  8. London School of Economics and Political Science

    London, United Kingdom

    1 h-index

    1 publications

    37 citations

1–8 of 18

Venues

  1. 2

    h-index

  2. Journal of Business and Industrial Marketing

    1 publications · 15 citations

    1

    h-index

  3. Journal of the Academy of Marketing Science

    1 publications · 57 citations

    1

    h-index

  4. English for Specific Purposes

    1 publications · 10 citations

    1

    h-index

  5. Journal of Business Research

    JBR · 1 publications · 78 citations

    1

    h-index

1–5