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Nature And Exchange Of Information In Intercultural Business Negotiations

Author

Listed:
  • Claude Alavoine
  • Claudine Batazzi

Abstract

The influence of culture on international business negotiations is recognized by most of the specialists and researchers in the field. A more important question is to what extent and what are the consequences in agreement making. Personal values, beliefs

Suggested Citation

  • Claude Alavoine & Claudine Batazzi, 2014. "Nature And Exchange Of Information In Intercultural Business Negotiations," Working Papers 2014-266, Department of Research, Ipag Business School.
    • Handle: RePEc:ipg:wpaper:2014-266
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    File URL: https://faculty-research.ipag.edu/wp-content/uploads/recherche/WP/IPAG_WP_2014_266.pdf
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    References listed on IDEAS

    as
    1. Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
    2. Daniel Druckman & Mara Olekalns, 2008. "Emotions in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 1-11, January.
    3. Mara Olekalns & Philip Smith, 2009. "Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 85(3), pages 347-365, March.
    4. Marwan Sinaceur & Margaret A. Neale, 2005. "Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 63-85, January.
    5. Jeswald W. Salacuse, 1999. "Intercultural Negotiation in International Business," Group Decision and Negotiation, Springer, vol. 8(3), pages 217-236, May.
    6. Morton Deutsch & Robert M. Krauss, 1962. "Studies of interpersonal bargaining," Journal of Conflict Resolution, Peace Science Society (International), vol. 6(1), pages 52-76, March.
    Full references (including those not matched with items on IDEAS)

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    Cited by:

    1. repec:ipg:wpaper:2014-536 is not listed on IDEAS
    2. repec:ipg:wpaper:2014-517 is not listed on IDEAS
    3. repec:ipg:wpaper:2014-506 is not listed on IDEAS
    4. repec:ipg:wpaper:2014-472 is not listed on IDEAS
    5. repec:ipg:wpaper:2014-537 is not listed on IDEAS
    6. repec:ipg:wpaper:2014-501 is not listed on IDEAS
    7. repec:ipg:wpaper:2014-573 is not listed on IDEAS
    8. repec:ipg:wpaper:2014-532 is not listed on IDEAS

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    More about this item

    Keywords

    negotiation; culture; information; conflict; threats; competition; cooperation.;
    All these keywords.

    JEL classification:

    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business

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