Research - Articles

Gordian Business Research

Negotiation Style Measurement Scale Development and Testing (193KB)

Negotiating channel relationships is a continuing issue for marketers. The literature is short of empirical studies that unequivocally focus on negotiation aspects in these contexts. This leads to a range of relevant research issues around negotiation behaviour such as the use of particular negotiation styles in such relationships.

Dr John Caslione - Going Global

First Think and Behave Globally (84KB)

In today’s fast-growing world economy, even the most stubborn companies who refuse to accept globalization will eventually have to face competition from abroad. It is inevitable. Global competition is everywhere and will ultimately impact all companies - large and small - and in all countries.