Cultural influences in negotiations: A four country comparative analysis

International Journal of Cross Cultural Management

Volumn 7, Issue 2, 2007, Pages 147-168

  Metcalf, Lynn E ^a,e   Bird, Allan ^b,f   Peterson, Mark F ^c   Shankarmahesh, Mahesh ^b,f   Lituchy, Terri R ^d,g  

^a California Polytechnic State University   (United States)

^b UNIVERSITY OF MISSOURI   (United States)

^c FLORIDA ATLANTIC UNIVERSITY   (United States)

^d Dept of Electrical and Computer Engineering   (Canada)

^e CALIFORNIA POLYTECHNIC STATE UNIVERSITY   (United States)

^f UNIVERSITY OF MISSOURI ST LOUIS   (United States)

^g Canada   (Canada)

Author keywords

Cross cultural negotiation; International negotiation; Negotiation framework; Negotiation orientations; Negotiation tendencies

Indexed keywords

EID: 61049224001     PISSN: 14705958     EISSN: 17412838     Source Type: Journal    
DOI: 10.1177/1470595807079380     Document Type: Article

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