The Handbook of Communication Skills is recognised as one of the core texts in the field of
communication, offering a state-of-the-art overview of this rapidly evolving field of study. This …

Purpose This paper analyzes procurement negotiators' skills and attributes by considering
perceptions of procurement professionals in Tanzania. Design/methodology/approach This …

Bargaining with suppliers is a key Purchasing and Supply Management (PSM) activity but
there is considerable ambiguity over what bargaining entails and the concept currently lacks …

Negotiations are an essential part of business interactions. Digitalization has proven to be
both an opportunity and a challenge for organizations. The digital transformation of business …

Negotiation mechanisms have been proven useful for decentralized resource-constrained
multi-project scheduling with self-interested parties (agents) that work together in completing …

Technological innovations over the years have accentuated the workings in corporate-
connected organizations and different application platforms. Hence, a unified management …

In the present research, we developed NegotiAct, a comprehensive coding scheme for
negotiations, comprising 47 mutually exclusive behavioral codes. NegotiAct was derived by …

Negotiation processes involve a substantive, a communication, and an emotional
dimension. These dimensions have been analyzed mainly in isolation of each other. We …

Purpose This paper aims to suggest a dynamic model incorporating the important
dimensions that exist in negotiation processes. Design/methodology/approach To produce a …

Nowadays, enterprises are more and more interconnected such that operational planning
has to consider the different interests of the involved organizations. This may be a …