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A Behavioral Perspective on Negotiating International Alliance

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  • Asha Rao

    (Rutgers University)

  • Stuart M Schmidt

    (Temple University)

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    Abstract

    THIS STUDY EXAMINES THE INFLUENCE TACTICS OF SENIOR U.S. EXECUTIVES IN NEGOTIATING INTERNATIONAL BUSINESS ALLIANCES. THE STRATEGY LITERATURE ON ALLIANCES AND THE BEHAVIORAL LITERATURE ON NEGOTIATIONS WERE INCORPORATED INTO A BEHAVIORAL MODEL OF ALLIANCE NEGOTIATIONS. CONSTRUCTS IDENTIFIED FROM TRANSACTION COST, POWER DEPENDENCE AND GAME THEORIES WERE INTEGRATED AND LINKED TO HYPOTHESES DESCRIBING NEGOTIATORS’ INFLUENCE TACTICS IN ALLIANCE NEGOTIATIONS. IN EXAMINING EIGHTY-THREE ALLIANCE NEGOTIATIONS, NEGOTIATOR TRUST, PERCEPTION OF A PARTNER FIRM’S ALTERNATIVES, CONFLICT FRAME, TIME HORIZON, AND CULTURAL DISTANCE WERE FOUND TO AFFECT NEGOTIATORS’ TACTICS:.© 1998 JIBS. Journal of International Business Studies (1998) 29, 665–694

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    Bibliographic Info

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

    Volume (Year): 29 (1998)
    Issue (Month): 4 (December)
    Pages: 665-694

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    Handle: RePEc:pal:jintbs:v:29:y:1998:i:4:p:665-694

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    Web page: http://www.palgrave-journals.com/

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    Cited by:
    1. Fiedler, Marina & Haruvy, Ernan & Li, Sherry Xin, 2011. "Social distance in a virtual world experiment," Games and Economic Behavior, Elsevier, vol. 72(2), pages 400-426, June.
    2. Annelies De Ridder & Agnieszka Rusinowska, 2008. "On Some Procedures of Forming a Multi-partner Alliance," Post-Print halshs-00406461, HAL.
    3. Lai, Jung-Ho & Chang, Shao-Chi & Chen, Sheng-Syan, 2010. "Is experience valuable in international strategic alliances?," Journal of International Management, Elsevier, vol. 16(3), pages 247-261, 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. Contractor, Farok J. & Ra, Wonchan, 2000. "Negotiating alliance contracts: Strategy and behavioral effects of alternative compensation arrangements," International Business Review, Elsevier, vol. 9(3), pages 271-299, June.
    6. Lumineau, Fabrice & Henderson, James, 2012. "The influence of relational experience and contractual governance on the negotiation strategy in buyer-supplier disputes," MPRA Paper 38510, University Library of Munich, Germany.
    7. Håkanson, Lars & Ambos, Björn, 2010. "The antecedents of psychic distance," Journal of International Management, Elsevier, vol. 16(3), pages 195-210, September.
    8. Fainshmidt, Stav & White, George O. & Cangioni, Carole, 2014. "Legal Distance, Cognitive Distance, and Conflict Resolution in International Business Intellectual Property Disputes," Journal of International Management, Elsevier, vol. 20(2), pages 188-200.
    9. Luo, Yadong, 1999. "Toward a conceptual framework of international joint venture negotiations," Journal of International Management, Elsevier, vol. 5(2), pages 141-165.

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