Samy Essa

University of Twente

Postbus 217

Twente

Netherlands

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Scholarly Papers (1)

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Your Gain My Pain? The Effects of Accounting Information in Uncertain Negotiations

Number of pages: 53 Posted: 14 Apr 2016
Samy Essa, Henri C. Dekker and Tom Groot
University of Twente, Vrije Universiteit Amsterdam and VU University Amsterdam - Amsterdam Research Center in Accounting
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Abstract:

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Buyer-supplier negotiations, uncertainty, accounting information, negotiation tactics, negotiation outcomes.