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Nature And Exchange Of Information In Intercultural Business Negotiations

  • Claude Alavoine
  • Claudine Batazzi

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

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Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-266.

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Length: 13 pages
Date of creation: 01 Jan 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-266
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  1. 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.
  2. 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.
  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.
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