Industrial supplier-buyer negotiations

The Art and Science of Negotiation.

John D. Hey, Howard Raiffa · Economica · 1984 · 2.5K citations

Management, Conflict Studies, Contract Law +16

Managerial Attitudes and Performance.

Clayton P. Alderfer, Lyman W. Porter, Edward E. Lawler · Administrative Science Quarterly · 1968 · 2.2K citations

Management, Organizational Behavior, Performance Measurement +8

The Determinants of Salesperson Performance: A Meta-Analysis

Gilbert A. Churchill, Neil M. Ford, Steven W. Hartley et al. · Journal of Marketing Research · 1985 · 1.2K citations

Public Health, Marketing, Meta-analysis +8

The art and science of negotiation

Joseph Frankel · International Affairs · 1983 · 522 citations

Management, Social Psychology, Game Theory +8

Political and religious dogmatism: An alternative to the authoritarian personality.

Milton Rokeach · The Psychological Monographs · 1956 · 331 citations

Social Sciences, Psychology, Religious Studies +7