메뉴 건너뛰기




Volumn 29, Issue 4, 1998, Pages 695-710

International multilateral negotiations and social networks

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0032264940     PISSN: 00472506     EISSN: 14786990     Source Type: Journal    
DOI: 10.1057/palgrave.jibs.8490048     Document Type: Article
Times cited : (29)

References (76)
  • 1
    • 84989092949 scopus 로고
    • Cross-cultural interactions: The international comparison fallacy
    • Adler, Nancy J. & John L. Graham. 1989. Cross-cultural interactions: The international comparison fallacy. Journal of International Business Studies, 20(3): 515-38.
    • (1989) Journal of International Business Studies , vol.20 , Issue.3 , pp. 515-538
    • Adler, N.J.1    Graham, J.L.2
  • 2
    • 0040128384 scopus 로고
    • The art of preparing a multilateral conference
    • Aurisch, Klaus L. 1989. The art of preparing a multilateral conference. Negotiation Journal, 5(3): 279-88.
    • (1989) Negotiation Journal , vol.5 , Issue.3 , pp. 279-288
    • Aurisch, K.L.1
  • 3
    • 0000010797 scopus 로고
    • Corporate control and enterprise structure in the Canadian economy: 1972-1987
    • Berkowitz, S. D. & William Fitzgerald. 1995. Corporate control and enterprise structure in the Canadian economy: 1972-1987. Social Networks, 17(2): 111-27.
    • (1995) Social Networks , vol.17 , Issue.2 , pp. 111-127
    • Berkowitz, S.D.1    Fitzgerald, W.2
  • 4
    • 0003799308 scopus 로고
    • Version 1.0, Columbia, SC: Analytic Technologies
    • Borgatti, Stephen, Steven Everett & Linton C. Freeman. 1992. UCINETIV, Version 1.0. Columbia, SC: Analytic Technologies.
    • (1992) UCINETIV
    • Borgatti, S.1    Everett, S.2    Freeman, L.C.3
  • 5
    • 84984725171 scopus 로고
    • Government policies, market imperfections, and foreign direct investment
    • Brewer, Thomas L. 1993. Government policies, market imperfections, and foreign direct investment. Journal of International Business Studies, 24(1): 101-20.
    • (1993) Journal of International Business Studies , vol.24 , Issue.1 , pp. 101
    • Brewer, T.L.1
  • 6
    • 0031515557 scopus 로고    scopus 로고
    • The role of key stakeholders in international joint venture negotiations: Case studies from Eastern Europe
    • Brouthers, Keith D. & Gary J. Bamossy. 1997. The role of key stakeholders in international joint venture negotiations: Case studies from Eastern Europe. Journal of International Business Studies, 28(2): 285-308.
    • (1997) Journal of International Business Studies , vol.28 , Issue.2 , pp. 285-308
    • Brouthers, K.D.1    Bamossy, G.J.2
  • 7
    • 21844497118 scopus 로고
    • Building cooperation in a competitive industry: SEMATECH and the semiconductor industry
    • Browning, Larry D., Janice M. Beyer & Judy C. Shetler. 1995. Building cooperation in a competitive industry: SEMATECH and the semiconductor industry. Academy of Management Journal, 38(1): 113-51.
    • (1995) Academy of Management Journal , vol.38 , Issue.1 , pp. 113-151
    • Browning, L.D.1    Beyer, J.M.2    Shetler, J.C.3
  • 8
    • 0001884703 scopus 로고
    • Marketing negotiations in France, Germany, the United Kingdom, and the United States
    • Campbell, Niguel C.G., John L. Graham, Alain Jolibert & Hans Gunther Meissner. 1988. Marketing negotiations in France, Germany, the United Kingdom, and the United States. Journal of Marketing, 52(2): 49-62.
    • (1988) Journal of Marketing , vol.52 , Issue.2 , pp. 49-62
    • Campbell, N.C.G.1    Graham, J.L.2    Jolibert, A.3    Meissner, H.G.4
  • 9
    • 4244040918 scopus 로고    scopus 로고
    • Space station’s cost could hit $24 billion. The Wall Street Journal
    • Cole, Jeff. 1998. Space station’s cost could hit $24 billion. The Wall Street Journal, March 23: A2.
    • (1998) March , vol.23 , pp. A2
    • Cole, J.1
  • 10
    • 0031322417 scopus 로고    scopus 로고
    • International business and trade in the next decade: Report from a delphi study
    • Czinkota, Michael R. & Ilkka A. Ronkainen. 1997. International business and trade in the next decade: Report from a delphi study. Journal of International Business Studies, 28(4): 827-44.
    • (1997) Journal of International Business Studies , vol.28 , Issue.4 , pp. 827-844
    • Czinkota, M.R.1    Ronkainen, I.A.2
  • 11
    • 0003007936 scopus 로고
    • Measure unreliability: A hidden threat to crossnational marketing research?
    • Davis, Harry L., Susan P. Douglas, & Alvin J. Silk. 1981. Measure unreliability: A hidden threat to crossnational marketing research? Journal of Marketing, 45(2): 98-109.
    • (1981) Journal of Marketing , vol.45 , Issue.2 , pp. 98-109
    • Davis, H.L.1    Douglas, S.P.2    Silk, A.J.3
  • 12
    • 0038944374 scopus 로고
    • A preemptive approach in multilateral negotiation: Charles Evans Hughes and the Washington naval conference
    • Devine, Timothy. 1990. A preemptive approach in multilateral negotiation: Charles Evans Hughes and the Washington naval conference. Negotiation Journal, 6(4): 369-81.
    • (1990) Negotiation Journal , vol.6 , Issue.4 , pp. 369-381
    • Devine, T.1
  • 14
    • 84933481720 scopus 로고    scopus 로고
    • Le français des affaires: At the crossroads of US/EU trade and language policies
    • Finel-Honigman, Irene. 1997. Le français des affaires: At the crossroads of US/EU trade and language policies. Journal of Language for International Business, 8(1): 77-88.
    • (1997) Journal of Language for International Business , vol.8 , Issue.1 , pp. 77-88
    • Finel-Honigman, I.1
  • 15
    • 0000356178 scopus 로고
    • Two structural equation models: LIS-REL and PLS applied to consumer exit-voice theory
    • Fornell, Claes & F.L. Bookstein. 1982. Two structural equation models: LIS-REL and PLS applied to consumer exit-voice theory. Journal of Marketing Research, 19(4): 440-52.
    • (1982) Journal of Marketing Research , vol.19 , Issue.4 , pp. 440-452
    • Fornell, C.1    Bookstein, F.L.2
  • 16
    • 0040223271 scopus 로고
    • When in Rome? The effects of cultural adaptation on intercultural business negotiations
    • Francis, June N. P. 1991. When in Rome? The effects of cultural adaptation on intercultural business negotiations. Journal of International Business Studies, 22(3): 403-28
    • (1991) Journal of International Business Studies , vol.22 , Issue.3 , pp. 403-428
    • Francis, J.N.P.1
  • 17
    • 0001009181 scopus 로고
    • Centrality in social networks: II. Experimental results
    • Freeman, Linton C., Douglas Roeder & Robert R. Mulholland. 1980. Centrality in social networks: II. Experimental results. Social Networks, 2: 119-41.
    • (1980) Social Networks , vol.2 , pp. 119-141
    • Freeman, L.C.1    Roeder, D.2    Mulholland, R.R.3
  • 19
    • 84984732514 scopus 로고
    • Firm ownership preferences and host government restrictions: An integrated approach
    • Gomes-Casseres, Benjamin. 1990. Firm ownership preferences and host government restrictions: An integrated approach. Journal of International Business Studies, 21(2): 1-22.
    • (1990) Journal of International Business Studies , vol.21 , Issue.2 , pp. 1-22
    • Gomes-Casseres, B.1
  • 21
    • 0002387758 scopus 로고
    • Buyer-seller negotiations around the Pacific Rim: Differences in fundamental exchange processes
    • Graham, John L., Dong Ki Kim, Chi-Yuan Lin & Michael Robinson. 1988. Buyer-seller negotiations around the Pacific Rim: Differences in fundamental exchange processes. Journal of Consumer Research, 15(1): 48-54.
    • (1988) Journal of Consumer Research , vol.15 , Issue.1 , pp. 48-54
    • Graham, J.L.1    Kim, D.K.2    Lin, C.-Y.3    Robinson, M.4
  • 23
    • 84937312695 scopus 로고
    • Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States
    • Graham, John L., Alma T. Mintu & Waymond Rodgers. 1994. Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States. Management Science, 40(1): 72-95.
    • (1994) Management Science , vol.40 , Issue.1 , pp. 72-95
    • Graham, J.L.1    Mintu, A.T.2    Rodgers, W.3
  • 24
    • 4244019106 scopus 로고    scopus 로고
    • After trailing for years, Airbus aims for 50% of the market
    • al, March 16: Al
    • Goldsmith, Charles. 1998. After trailing for years, Airbus aims for 50% of the market. The Wall Street Journal, March 16: Al.
    • (1998) The Wall Street Journ
    • Goldsmith, C.1
  • 26
    • 21344489839 scopus 로고
    • Testing a model of organizational response to social and political issues
    • Greening, Daniel W. & Barbara Gray. 1994. Testing a model of organizational response to social and political issues. Academy of Management Journal, 37(3): 467-98.
    • (1994) Academy of Management Journal , vol.37 , Issue.3 , pp. 467-498
    • Greening, D.W.1    Gray, B.2
  • 27
    • 85132244912 scopus 로고
    • Total protection: A new measure of the impact of government interventions on investment profitability
    • Guisinger, Stephen. 1989. Total protection: A new measure of the impact of government interventions on investment profitability. Journal of International Business Studies, 20 (2): 280-95.
    • (1989) Journal of International Business Studies , vol.20 , Issue.2 , pp. 280-295
    • Guisinger, S.1
  • 28
    • 16144367887 scopus 로고    scopus 로고
    • Negotiating successfully in cross-cultural situations
    • Gulbro, Robert & Paul Herbig. 1996. Negotiating successfully in cross-cultural situations. Industrial Marketing Management, 25(3): 235-41.
    • (1996) Industrial Marketing Management , vol.25 , Issue.3 , pp. 235-241
    • Gulbro, R.1    Herbig, P.2
  • 29
    • 0040128383 scopus 로고    scopus 로고
    • An analysis of communication networks among Tampa Bay economic development organizations
    • Hagen, Guy, Dennis K. Killinger & Richard B. Streeter. 1997. An analysis of communication networks among Tampa Bay economic development organizations. Connections, 20(2): 13-22.
    • (1997) Connections , vol.20 , Issue.2 , pp. 13-22
    • Hagen, G.1    Killinger, D.K.2    Streeter, R.B.3
  • 31
    • 0040128385 scopus 로고
    • Graph theoretic methods in the management sciences
    • Samuel Leinhardt, editor, New York, NY: Academic Press
    • Harary, Frank. 1959. Graph theoretic methods in the management sciences. In Samuel Leinhardt, editor, Social networks: A developing paradigm. New York, NY: Academic Press.
    • (1959) Social Networks: A Developing Paradigm
    • Harary, F.1
  • 32
    • 0347064420 scopus 로고    scopus 로고
    • The WTO and the political economy of globalization
    • Hart, Michael. 1997. The WTO and the political economy of globalization. Journal of World Trade, 31: 75-93.
    • (1997) Journal of World Trade , vol.31 , pp. 75-93
    • Hart, M.1
  • 34
    • 45449125490 scopus 로고
    • The Confucius connection: From cultural roots to economic growth
    • (Spring)
    • Hofstede, Geert. & Michael H. Bond. 1988. The Confucius connection: From cultural roots to economic growth. Organizational Dynamics, 16(Spring): 5-21.
    • (1988) Organizational Dynamics , vol.16 , pp. 5-21
    • Hofstede, G.1    Bond, M.H.2
  • 35
    • 84971845367 scopus 로고
    • Bargaining theory and diplomatic reality: The CSCE negotiations
    • Holsti, K.J. 1982. Bargaining theory and diplomatic reality: The CSCE negotiations. Review of International Studies, 8(3): 159-70.
    • (1982) Review of International Studies , vol.8 , Issue.3 , pp. 159-170
    • Holsti, K.J.1
  • 36
    • 0000227243 scopus 로고    scopus 로고
    • Cultural influences on leadership and organization: Project GLOBE
    • William Mobley, editor, Stamford, CT: JAI Press, forthcoming
    • House, Robert J. 1998. Cultural influences on leadership and organization: Project GLOBE. In William Mobley, editor, Advances in global leadership. Stamford, CT: JAI Press, forthcoming.
    • (1998) Advances in Global Leadership
    • House, R.J.1
  • 37
    • 0001859237 scopus 로고
    • Modeling dyadic interactions and networks in marketing
    • Iacobucci, Dawn & Nigel Hopkins. 1992. Modeling dyadic interactions and networks in marketing. Journal of Marketing Research, 29(1): 5-17.
    • (1992) Journal of Marketing Research , vol.29 , Issue.1 , pp. 5-17
    • Iacobucci, D.1    Hopkins, N.2
  • 38
    • 0006107596 scopus 로고    scopus 로고
    • Negotiations on harmonized non-preferential rules of origin—A useless task from a trade policy perspective?
    • Keizer, Wim. 1997. Negotiations on harmonized non-preferential rules of origin—A useless task from a trade policy perspective? Journal of World Trade, 31(4): 145-51.
    • (1997) Journal of World Trade , vol.31 , Issue.4 , pp. 145-151
    • Keizer, W.1
  • 40
    • 0011595558 scopus 로고
    • The Paris conference on Cambodia: A multilateral negotiation that “failed.”
    • Koh, Tommy T. B. 1990. The Paris conference on Cambodia: A multilateral negotiation that “failed.” Negotiation Journal, 6(1): 81-7.
    • (1990) Negotiation Journal , vol.6 , Issue.1 , pp. 81-87
    • Koh, T.T.B.1
  • 41
    • 84887156522 scopus 로고
    • State government promotion of manufacturing exports: A gap analysis
    • Kotabe, Masaaki & Michael R. Czinkota. 1992. State government promotion of manufacturing exports: A gap analysis. Journal of International Business Studies, 23(4): 637-58.
    • (1992) Journal of International Business Studies , vol.23 , Issue.4 , pp. 637-658
    • Kotabe, M.1    Czinkota, M.R.2
  • 42
    • 0000213344 scopus 로고    scopus 로고
    • What should trade negotiators negotiate about?
    • Krugman, Paul. 1997. What should trade negotiators negotiate about? Journal of Economic Literature, 35(1): 113-20.
    • (1997) Journal of Economic Literature , vol.35 , Issue.1 , pp. 113-120
    • Krugman, P.1
  • 43
    • 21944436033 scopus 로고    scopus 로고
    • From the GATT to the WTO: The developing countries and the reform of the procedures for the settlement of international trade disputes
    • Kufor, Kofi Oteng. 1997. From the GATT to the WTO: The developing countries and the reform of the procedures for the settlement of international trade disputes. Journal of World Trade, 31(5): 117-45.
    • (1997) Journal of World Trade , vol.31 , Issue.5 , pp. 117-145
    • Kufor, K.O.1
  • 44
    • 0032220628 scopus 로고    scopus 로고
    • Social networks and perceptions on intergroup conflict: The role of negative relationships and third parties
    • Labianca, Guiseppe, Daniel J. Bass & Barbara Grey. 1998. Social networks and perceptions on intergroup conflict: The role of negative relationships and third parties. Academy of Management Journal, 41(1): 55-67.
    • (1998) Academy of Management Journal , vol.41 , Issue.1 , pp. 55-67
    • Labianca, G.1    Bass, D.J.2    Grey, B.3
  • 45
    • 0038944375 scopus 로고
    • Negotiations on the environment
    • Victor A. Kremenyuk, editor, San Francisco: Jossey-Bass Publishers
    • Lang, Winfried. 1991. Negotiations on the environment. In Victor A. Kremenyuk, editor, International negotiation—analysis, approaches, issue. San Francisco: Jossey-Bass Publishers.
    • (1991) International negotiation—analysis, Approaches, Issue
    • Lang, W.1
  • 47
    • 21744449442 scopus 로고    scopus 로고
    • Dispute settlement mechanisms—Regional or multilateral: Which one is better?
    • Marceau, Gabrielle. 1997. Dispute settlement mechanisms—Regional or multilateral: Which one is better? Journal of World Trade, 31(3): 169-79.
    • (1997) Journal of World Trade , vol.31 , Issue.3 , pp. 169-179
    • Marceau, G.1
  • 48
    • 0002181702 scopus 로고
    • Dilemmatics: The study of choices and dilemmas
    • Joseph E. McGrath, Joanne Martin & Richard A. Kulka, editors, Beverly Hills, CA: Sage Publications
    • McGrath, Joseph E. 1982. Dilemmatics: The study of choices and dilemmas. In Joseph E. McGrath, Joanne Martin & Richard A. Kulka, editors, Judgment calls in research. Beverly Hills, CA: Sage Publications.
    • (1982) Judgment Calls in Research
    • Mc Grath, J.E.1
  • 49
    • 0032348815 scopus 로고    scopus 로고
    • Explorations of national culture and word-of-mouth referral behavior in the purchase of industrial services in the United States and Japan
    • Money, R. Bruce, Mary C. Gilly & John L. Graham. 1998. Explorations of national culture and word-of-mouth referral behavior in the purchase of industrial services in the United States and Japan. Journal of Marketing, 62(4): 76-87.
    • (1998) Journal of Marketing , vol.62 , Issue.4 , pp. 76-87
    • Money, R.B.1    Gilly, M.C.2    Graham, J.L.3
  • 50
    • 0040722385 scopus 로고
    • Business costs and business policy for export controls
    • Nollen, Stanley D. 1987. Business costs and business policy for export controls. Journal of International Business Studies, 18(1): 1-18.
    • (1987) Journal of International Business Studies , vol.18 , Issue.1 , pp. 1-18
    • Nollen, S.D.1
  • 51
    • 0039329054 scopus 로고    scopus 로고
    • Paul W. Beamish and J. Peter Killing, editors, San Francisco, CA: New Lexington Press
    • Olk, Paul. 1997. In Paul W. Beamish and J. Peter Killing, editors, Cooperative strategies: North American perspectives, San Francisco, CA: New Lexington Press.
    • (1997) Cooperative Strategies: North American Perspectives
    • Olk, P.1
  • 52
    • 0031360213 scopus 로고    scopus 로고
    • Why members stay in or leave an R&D consortium: Performance and conditions of membership as determinants of continuity
    • Olk, Paul. & Candace Young. 1997. Why members stay in or leave an R&D consortium: Performance and conditions of membership as determinants of continuity. Strategic Management Journal, 18(11): 855-77.
    • (1997) Strategic Management Journal , vol.18 , Issue.11 , pp. 855-877
    • Olk, P.1    Young, C.2
  • 53
    • 21344459958 scopus 로고    scopus 로고
    • International competition rules for governments and for private business
    • Petersmann, Ernst-Ulrich. 1996. International competition rules for governments and for private business. Journal of World Trade, 30(3): 5-35.
    • (1996) Journal of World Trade , vol.30 , Issue.3 , pp. 5-35
    • Petersmann, E.-U.1
  • 54
    • 0000600760 scopus 로고
    • Dimensions of conflict frame: Disputant interpretations of conflict
    • Pinckley, Robin L. 1990. Dimensions of conflict frame: Disputant interpretations of conflict. Journal of Applied Psychology, 75(2): 117-26.
    • (1990) Journal of Applied Psychology , vol.75 , Issue.2 , pp. 117-126
    • Pinckley, R.L.1
  • 55
    • 0032220625 scopus 로고    scopus 로고
    • Interest alignment and coalitions in multiparty negotiations
    • Polzer, Jeffery T., Elizabeth A. Mannix & Margaret A. Neale. 1998. Interest alignment and coalitions in multiparty negotiations. Academy of Management Journal, 41(1): 42-54.
    • (1998) Academy of Management Journal , vol.41 , Issue.1 , pp. 42-54
    • Polzer, J.T.1    Mannix, E.A.2    Neale, M.A.3
  • 56
    • 0013218375 scopus 로고
    • Networks and collective scripts: Paying attention to structure in bargaining theory
    • Roderick M. Kramer & David M. Messick, editors, Newbury Park, CA: Sage Publications
    • Pruitt, Dean G. 1995. Networks and collective scripts: Paying attention to structure in bargaining theory. In Roderick M. Kramer & David M. Messick, editors, Negotiation as a social process. Newbury Park, CA: Sage Publications.
    • (1995) Negotiation as a Social Process
    • Pruitt, D.G.1
  • 57
    • 21344499316 scopus 로고
    • Negotiation between organizations: A branching chain model
    • Pruitt, Dean G. 1994. Negotiation between organizations: A branching chain model. Negotiation Journal, 10(3): 217-29.
    • (1994) Negotiation Journal , vol.10 , Issue.3 , pp. 217-229
    • Pruitt, D.G.1
  • 58
    • 0000245174 scopus 로고
    • Networks in marketing: Methods and illustration
    • Reingen, Peter H. & Jerome B. Kernan. 1986. Networks in marketing: Methods and illustration. Journal of Marketing Research 13(4): 370-78.
    • (1986) Journal of Marketing Research , vol.13 , Issue.4 , pp. 370-378
    • Reingen, P.H.1    Kernan, J.B.2
  • 59
    • 0002836004 scopus 로고
    • Embedded influence patterns in organizational buying systems
    • Ronchetto, John R. Jr., Michael D. Hutt, & Peter H. Reingen. 1989. Embedded influence patterns in organizational buying systems. Journal of Marketing, 53(4): 51-62.
    • (1989) Journal of Marketing , vol.53 , Issue.4 , pp. 51-62
    • Ronchetto, J.R.1    Hutt, M.D.2    Reingen, P.H.3
  • 60
    • 0031488230 scopus 로고    scopus 로고
    • Moving beyond dyadic ties: A network theory of stakeholder influences
    • Rowley, Timothy J. 1997. Moving beyond dyadic ties: A network theory of stakeholder influences. Academy of Management Review, 22(4): 887-910.
    • (1997) Academy of Management Review , vol.22 , Issue.4 , pp. 887-910
    • Rowley, T.J.1
  • 61
    • 0030675099 scopus 로고    scopus 로고
    • On the changing structure of social networks in urban China
    • Ruan, Danching, Linton C. Freeman, Xinyuan Dai, Yunkang Pan & Wenhong Zhang. 1997. On the changing structure of social networks in urban China. Social Networks, 19(1): 75-89.
    • (1997) Social Networks , vol.19 , Issue.1 , pp. 75-89
    • Ruan, D.1    Freeman, L.C.2    Dai, X.3    Pan, Y.4    Zhang, W.5
  • 66
    • 0027039323 scopus 로고
    • Structure and dynamics of the global economy: Network analysis of international trade 1965-1980
    • Smith, David A. & Douglas R. White. 1992. Structure and dynamics of the global economy: Network analysis of international trade 1965-1980. Social Forces, 70(4): 857-93.
    • (1992) Social Forces , vol.70 , Issue.4 , pp. 857-893
    • Smith, D.A.1    White, D.R.2
  • 67
    • 0000845565 scopus 로고
    • Conflict and negotiation processes and organizations
    • Marvin D. Dunnette & Leaetta M. Hough, editors, second edition. Palo Alto, CA: Consulting Psychologists Press
    • Thomas, K.W. 1992. Conflict and negotiation processes and organizations. In Marvin D. Dunnette & Leaetta M. Hough, editors. Handbook of industrial & organizational psychology, vol. 3, second edition. Palo Alto, CA: Consulting Psychologists Press.
    • (1992) Handbook of Industrial & Organizational Psychology, Vol , pp. 3
    • Thomas, K.W.1
  • 68
    • 0040128381 scopus 로고
    • Multilateral negotiation: An analytic approach
    • Touval, Saadia. 1989. Multilateral negotiation: An analytic approach. Negotiation Journal, 5(2): 159-73.
    • (1989) Negotiation Journal , vol.5 , Issue.2 , pp. 159-173
    • Touval, S.1
  • 69
    • 16944366581 scopus 로고    scopus 로고
    • Are trade disputes fairly settled?
    • Wang, Lei. 1997. Are trade disputes fairly settled? Journal of World Trade, 31(1): 59-72.
    • (1997) Journal of World Trade , vol.31 , Issue.1 , pp. 59-72
    • Wang, L.1
  • 70
    • 0002200816 scopus 로고
    • Creating the GM-Toyota joint venture: A case in complex negotiation
    • Weiss, Stephen E. 1987. Creating the GM-Toyota joint venture: A case in complex negotiation. Columbia Journal of World Business, 22(2): 2335.
    • (1987) Columbia Journal of World Business , vol.22 , Issue.2 , pp. 2335
    • Weiss, S.E.1
  • 71
    • 21144470918 scopus 로고
    • Analysis of complex negotiations in international business: The RBC perspective
    • Weiss, Stephen E. 1993. Analysis of complex negotiations in international business: The RBC perspective. Organization Science, 4(2): 269-300.
    • (1993) Organization Science , vol.4 , Issue.2 , pp. 269-300
    • Weiss, S.E.1
  • 72
    • 0001174951 scopus 로고    scopus 로고
    • International negotiations: Bricks, mortar, and prospects
    • B. J. Punnett & O. Shenkar, editors, Cambridge, MA: Blackwell
    • Weiss, Stephen E. 1996. International negotiations: Bricks, mortar, and prospects. In B. J. Punnett & O. Shenkar, editors, Handbook for international management research. Cambridge, MA: Blackwell.
    • (1996) Handbook for International Management Research
    • Weiss, S.E.1
  • 73
    • 84984724842 scopus 로고    scopus 로고
    • Language’s consequences: A test of linguistic-based measures of culture using Hofstede’s dimensions
    • West, Joel & John L. Graham. 1998. Language’s consequences: A test of linguistic-based measures of culture using Hofstede’s dimensions. Paper presented at the Academy of Management Annual Meeting.
    • (1998) Paper Presented at the Academy of Management Annual Meeting
    • West, J.1    Graham, J.L.2
  • 75
    • 0038944371 scopus 로고
    • Multilateral economic negotiation
    • Winham, Gilbert R. 1987. Multilateral economic negotiation. Negotiation Journal, 3(2): 175-89.
    • (1987) Negotiation Journal , vol.3 , Issue.2 , pp. 175-189
    • Winham, G.R.1
  • 76
    • 0012133586 scopus 로고
    • Bargaining power, management control, and performance in United States-China joint ventures: A comparative case study
    • Yan, Aimin & Barbara Gray. 1994. Bargaining power, management control, and performance in United States-China joint ventures: A comparative case study. Academy of Management Review, 37(6): 1476-517.
    • (1994) Academy of Management Review , vol.37 , Issue.6 , pp. 1476-1517
    • Yan, A.1    Gray, B.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.