Advanced Search
MyIDEAS: Login

The Influence of Culture on the Process of Business Negotiations: An Exploratory Study

Contents:

Author Info

  • John L Graham

    (University of Southern California)

Registered author(s):

    Abstract

    The processes of business negotiations in three countries, the United States, Japan, and Brazil, are composed and contrasted. Three dyads from each country were videotaped during a buyer-seller negotiation simulation. Both verbal behaviors and nonverbal behaviors were observed and recorded. Observed differences provide the basis for hypothesized differences which might be tested in future work.© 1985 JIBS. Journal of International Business Studies (1985) 16, 81–96

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://www.palgrave-journals.com/jibs/journal/v16/n1/pdf/8490443a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: http://www.palgrave-journals.com/jibs/journal/v16/n1/full/8490443a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.

    As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.

    Bibliographic Info

    Article provided by Palgrave Macmillan in its journal Journal of International Business Studies.

    Volume (Year): 16 (1985)
    Issue (Month): 1 (March)
    Pages: 81-96

    as in new window
    Handle: RePEc:pal:jintbs:v:16:y:1985:i:1:p:81-96

    Contact details of provider:
    Web page: http://www.palgrave-journals.com/

    Order Information:
    Postal: Palgrave Macmillan Journals, Subscription Department, Houndmills, Basingstoke, Hampshire RG21 6XS, UK
    Email:
    Web: http://www.palgrave-journals.com/pal/subscribe/index.html

    Related research

    Keywords:

    References

    No references listed on IDEAS
    You can help add them by filling out this form.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as in new window

    Cited by:
    1. Jitka Odehnalová, 2009. "The Nature of Chinese Business Negotiation Behaviour: A Battlefield or a Gentlemen's Club?," Acta Oeconomica Pragensia, University of Economics, Prague, vol. 2009(6), pages 52-62.
    2. Saorín-Iborra, M. Carmen, 2008. "Time pressure in acquisition negotiations: Its determinants and effects on parties' negotiation behaviour choice," International Business Review, Elsevier, vol. 17(3), pages 285-309, June.
    3. Li, Tiger & Cavusgil, S. Tamer, 1995. "A classification and assessment of research streams in International Marketing," International Business Review, Elsevier, vol. 4(3), pages 251-277, September.
    4. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    5. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    6. Roger Volkema, 2012. "Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures," Brazilian Business Review, Fucape Business School, vol. 9(2), pages 88-108, April.
    7. G.E. Kersten & T.R. Madan Mohan & S.J. Noronha & M.J. Kersten, 1998. "Learning Business Negotiations with Web-based Systems: The Case of IIMB," Working Papers ir98049, International Institute for Applied Systems Analysis.
    8. Volkema, Roger J., 2004. "Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior: A nine-country analysis," Journal of Business Research, Elsevier, vol. 57(1), pages 69-78, January.
    9. Volkema, Roger J., 1999. "Ethicality in Negotiations: An Analysis of Perceptual Similarities and Differences Between Brazil and the United States," Journal of Business Research, Elsevier, vol. 45(1), pages 59-67, May.

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:16:y:1985:i:1:p:81-96. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Elizabeth Gale).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.