Negotiation Preparation Differences in Selling Situations: Collaborative versus Competitive Expectations, Robert M. Peterson, C. David Shepherd
C. David Shepherd

Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction, Robert M. Peterson, C. David Shepherd
C. David Shepherd

Negotiation Preparation Differences in Selling Situations: Collaborative versus Competitive Expectations, Robert M. Peterson, C. David Shepherd
Department of Marketing Faculty Publications

Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction, Robert M. Peterson, C. David Shepherd
Department of Marketing Faculty Publications