The Influence of Culture on the Process of Business Negotiations: An Exploratory Study
AbstractThe 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
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Bibliographic InfoArticle provided by Palgrave Macmillan in its journal Journal of International Business Studies.
Volume (Year): 16 (1985)
Issue (Month): 1 (March)
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- 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.
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- 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.
- 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.
- 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.
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