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Keywords: win-win
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Journal Articles
Review of International Business and Strategy (2022) 32 (3): 437–455.
Published: 25 August 2021
... a Fortune 500 Global firm based in France, this study empirically examines how goal orientations of negotiators may affect their value creation (win-win) and value-claiming (win-lose) negotiation behavior reflecting their desired outcome in a given sales negotiation. In so doing, this study proposes...
