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Book Chapter

Bargaining, Negotiations, and Personal Selling

  • Johnston W
  • Benton W
Springer Netherlands, (1988), 448-471
DOI: 10.1007/978-94-015-7791-5_12
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Abstract

This chapter examines the important human interactions called bargaining and negotiation in the setting of personal selling. Economics and psychology provide important concepts and …

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APA

Johnston, W. J., & Benton, W. C. (1988). Bargaining, Negotiations, and Personal Selling. In Handbook of Economic Psychology (pp. 448–471). Springer Netherlands. https://doi.org/10.1007/978-94-015-7791-5_12

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