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Business negotiations in Canada, Mexico, and the United States

Author

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  • Adler, Nancy J.
  • Graham, John L.
  • Gehrke, Theodore Schwarz

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  • Adler, Nancy J. & Graham, John L. & Gehrke, Theodore Schwarz, 1987. "Business negotiations in Canada, Mexico, and the United States," Journal of Business Research, Elsevier, vol. 15(5), pages 411-429, October.
    • Handle: RePEc:eee:jbrese:v:15:y:1987:i:5:p:411-429
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    Citations

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    Cited by:

    1. Katiuscia Vaccarini & Francesca Spigarelli & Ernesto Tavoletti, 2015. "European Green Tech FDI in China: The Role of Culture," Working Papers 1507, c.MET-05 - Centro Interuniversitario di Economia Applicata alle Politiche per L'industria, lo Sviluppo locale e l'Internazionalizzazione.
    2. Torsten Bornemann & Martin Klarmann & Martin Moosbrugger, 2020. "Verhaltenswissenschaftliche Forschung zum organisationalen Einkaufsverhalten: Überblick über die Marketingliteratur [Behavioral B2B Buying Research—An Overview of the Marketing Literature]," Schmalenbach Journal of Business Research, Springer, vol. 72(4), pages 447-478, December.
    3. Katiuscia Vaccarini & Barbara Pojaghi, 2015. "Capitalizing on Cultural difference: A Cross-Disciplinary Outlook from Social Psychology to International Business," Working Papers 1508, c.MET-05 - Centro Interuniversitario di Economia Applicata alle Politiche per L'industria, lo Sviluppo locale e l'Internazionalizzazione, revised Jun 2015.
    4. Fakhri, Issaoui & Torkia, Boussif, 2016. "The Determinants of the Asymmetric Power Effects in the context of Public-Private Partnership negotiation (PPP): theoretical Analysis and basic assumptions," MPRA Paper 69750, University Library of Munich, Germany.
    5. Ahern, Kenneth R. & Daminelli, Daniele & Fracassi, Cesare, 2015. "Lost in translation? The effect of cultural values on mergers around the world," Journal of Financial Economics, Elsevier, vol. 117(1), pages 165-189.
    6. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    7. Fu, Ho-Ying & Morris, Michael W., 2002. "Which Romans Do "as Romans Do"? Individual Differences in Conformity to Cultural Conflict Resolution Scripts," Research Papers 1660, Stanford University, Graduate School of Business.
    8. Egri, Carolyn P. & Ralston, David A. & Murray, Cheryl S. & Nicholson, Joel D., 2000. "Managers in the NAFTA countries: A cross-cultural comparison of attitudes toward upward influence strategies," Journal of International Management, Elsevier, vol. 6(2), pages 149-171.
    9. Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
    10. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    11. John F. McCarthy & Carl A. Scheraga & Donald E. Gibson, 2010. "Culture, Cognition and Conflict: How Neuroscience Can Help to Explain Cultural Differences in Negotiation and Conflict Management," Chapters, in: Angela A. Stanton & Mellani Day & Isabell M. Welpe (ed.), Neuroeconomics and the Firm, chapter 14, Edward Elgar Publishing.

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