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Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , ,

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  • Gelfand, Michele J.
  • Christakopoulou, Sophia

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  • Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
  • Handle: RePEc:eee:jobhdp:v:79:y:1999:i:3:p:248-269
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    References listed on IDEAS

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    1. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    2. Carnevale, Peter J. D. & Conlon, Donald E., 1988. "Time pressure and strategic choice in mediation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 42(1), pages 111-133, August.
    3. Kramer, Roderick M. & Newton, Elizabeth & Pommerenke, Pamela L., 1993. "Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(1), pages 110-133, October.
    4. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
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    Cited by:

    1. Perreault, Stephen & Kida, Thomas, 2011. "The relative effectiveness of persuasion tactics in auditor–client negotiations," Accounting, Organizations and Society, Elsevier, vol. 36(8), pages 534-547.
    2. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
    3. repec:eee:iburev:v:26:y:2017:i:3:p:592-603 is not listed on IDEAS
    4. De Dreu, Carsten K. W., 2003. "Time pressure and closing of the mind in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 280-295, July.
    5. Liu, Yipeng & Almor, Tamar, 2016. "How culture influences the way entrepreneurs deal with uncertainty in inter-organizational relationships: The case of returnee versus local entrepreneurs in China," International Business Review, Elsevier, vol. 25(1), pages 4-14.
    6. repec:spr:grdene:v:22:y:2013:i:3:d:10.1007_s10726-011-9272-4 is not listed on IDEAS
    7. Valenzuela, Ana & Srivastava, Joydeep & Lee, Seonsu, 2005. "The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 72-88, January.
    8. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.

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