Media type: E-Book Title: How to promote long-term appropriation in buyer-seller negotiations? : the role of bargaining experience Contributor: Domingos, Fernando D. [VerfasserIn]; Cabral, Sandro [VerfasserIn]; Lazzarini, Sérgio [VerfasserIn]; Duarte, Andre L. C. M. [VerfasserIn] imprint: [São Paulo/SP - Brasil]: [Insper], 2020 Published in: Instituto de Ensino e Pesquisa: Insper working paper ; 394 Issue: This version: October 2020 Extent: 1 Online-Ressource (circa 40 Seiten); Illustrationen Language: English Keywords: value appropriation ; intertemporal incentives ; contextual constraints ; Graue Literatur Origination: Footnote: Access State: Open Access