... selling. Buyer–seller relationship Adaptive techniques Problem solving Decision-making Sales strategies Packaging industry Benoit Bourguignon can be contacted at: Benoit.bourguignon@uqat.ca 08 01 2020 13 08 2020 14 10 2020 05 11 2020 © Emerald Publishing...

... a previously developed US‐based model on the problem‐solving approach in negotiation and tests its applicability among Canadian industrial exporters. The authors found that the sample’s problem‐solving orientation was highly influenced by two sets of factors: individual as well as organizational factors...

...Alma Mintu‐Wimsatt; Roger J. Calantone The willingness of negotiating parties to cooperate, communicate, and compromise ‐ prerequisites of the problem‐solving orientation ‐ often lead to successful outcomes. Consequently, problem‐solving oriented strategies are often employed by negotiators...

...Barbara C. Perdue Examines the tactics used by purchasers when re‐negotiating repeat buys of component parts. Illustrates buyers and sellers co‐operating during the problem solving stage of the contract, e.g. identifying cost savings, however bargaining techniques tend to be more unilateral...

... by Human Subjects: A Critical Survey of the Literature," Psychological Bulletin, 77 (1982), pp. 65-72. 13 © MCB UP Limited 1991 Decision making Marketing planning Probability Problem solving Risk ...