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https://www.um.edu.mt/library/oar/handle/123456789/106070Full metadata record
| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Caruana, Albert | - |
| dc.contributor.author | Krentler, Kathleen A. | - |
| dc.date.accessioned | 2023-02-07T16:18:30Z | - |
| dc.date.available | 2023-02-07T16:18:30Z | - |
| dc.date.issued | 2003 | - |
| dc.identifier.citation | Caruana, A., & Krentler, K. (2003). Does Playfulness Make for a Better Negotiator? In J. E. Lewin (Ed.). Marketing across Borders and Boundaries: Understanding Cross-Functional and Inter-Disciplinary Interfaces within an Increasingly Global Environment, (pp. 486-491). Florida: Academy of Marketing Science. | en_GB |
| dc.identifier.uri | https://www.um.edu.mt/library/oar/handle/123456789/106070 | - |
| dc.description.abstract | Playfulness is hypothesized as an antecedent of negotiation skills for the salesperson in the seller-buyer dyad. Playfulness has been found in the literature to reduce stress and prevent aggression. These benefits contribute to an individual’s ability to manage his or her emotions, an important negotiation skill. Support for the relationship was found among a sample of business-to-business salespeople. | en_GB |
| dc.language.iso | en | en_GB |
| dc.publisher | Academy of Marketing Science | en_GB |
| dc.rights | info:eu-repo/semantics/restrictedAccess | en_GB |
| dc.subject | Negotiation | en_GB |
| dc.subject | Creative ability | en_GB |
| dc.subject | Thought and thinking | en_GB |
| dc.subject | Wit and humor | en_GB |
| dc.subject | Collective bargaining | en_GB |
| dc.title | Does playfulness make for a better negotiator? | en_GB |
| dc.title.alternative | Marketing across borders and boundaries : understanding cross-functional and inter-disciplinary interfaces within an increasingly global environment | en_GB |
| dc.type | bookPart | en_GB |
| dc.rights.holder | The copyright of this work belongs to the author(s)/publisher. The rights of this work are as defined by the appropriate Copyright Legislation or as modified by any successive legislation. Users may access this work and can make use of the information contained in accordance with the Copyright Legislation provided that the author must be properly acknowledged. Further distribution or reproduction in any format is prohibited without the prior permission of the copyright holder | en_GB |
| dc.bibliographicCitation.conferencename | 11th Biennial World Marketing Congress | en_GB |
| dc.bibliographicCitation.conferenceplace | Perth, Australia. 11-14/06/2003. | en_GB |
| dc.description.reviewed | peer-reviewed | en_GB |
| Appears in Collections: | Scholarly Works - FacMKSCC | |
Files in This Item:
| File | Description | Size | Format | |
|---|---|---|---|---|
| Does_playfulness_make_for_a_better_negotiator.pdf Restricted Access | 120.94 kB | Adobe PDF | View/Open Request a copy |
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