caa a22 4500 469040130 CHVBK 20180323132808.0 cr unu---uuuuu 170328e19921201xx s 000 0 eng 10.1007/BF02919228 doi (NATIONALLICENCE)springer-10.1007/BF02919228 At-Twaijri Mohammed College of Industrial Management, University of Petroleum & Minerals, Dhahran, Saudi Arabia aut The negotiating style of Saudi industrial buyers: An empirical investigation [Elektronische Daten] [Mohammed At-Twaijri] This study investigates the negotiating styles of Saudi industrial buyers. Thomas's Topology as measured by Rahim's instrument is used in this study. The results suggest that three are two dominant styles of negotiation in the Saudi context, namely: the competitive and collaborative styles. Kluwer Academic Publishers, 1992 International Journal of Value-Based Management Springer Netherlands 5/1(1992-12-01), 1-15 0895-8815 5:1<1 1992 5 10774 https://doi.org/10.1007/BF02919228 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/BF02919228 text/html Onlinezugriff via DOI NATIONALLICENCE 100 1- At-Twaijri Mohammed College of Industrial Management, University of Petroleum & Minerals, Dhahran, Saudi Arabia aut NATIONALLICENCE 773 0- International Journal of Value-Based Management Springer Netherlands 5/1(1992-12-01), 1-15 0895-8815 5:1<1 1992 5 10774 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer