Nature And Exchange Of Information In Intercultural Business Negotiations
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
|Date of creation:||01 Jan 2014|
|Contact details of provider:|| Postal: 184 Boulevard Saint-Germain, 75006 Paris|
Phone: 33 1 53 63 36 00
Web page: http://www.ipag.fr
More information through EDIRC
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- 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.
- 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.
- 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.
When requesting a correction, please mention this item's handle: RePEc:ipg:wpaper:2014-266. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Ingmar Schumacher)
If references are entirely missing, you can add them using this form.