Paying a Price: Culture, Trust, and Negotiation Consequences

Journal of Applied Psychology

Volumn 96, Issue 4, 2011, Pages 774-789

  Gunia, Brian C ^a   Brett, Jeanne M ^a   Nandkeolyar, Amit K ^b   Kamdar, Dishan ^b  

^a NORTHWESTERN UNIVERSITY   (United States)

^b INDIAN SCHOOL OF BUSINESS   (India)

Author keywords

Culture; Indian and U.S. negotiators; Negotiation strategy; Trust

Indexed keywords

ADULT; ARTICLE; COMPARATIVE STUDY; CULTURAL ANTHROPOLOGY; CULTURAL FACTOR; FEMALE; HUMAN; HUMAN RELATION; INDIA; INTERPERSONAL COMMUNICATION; MALE; MOTIVATION; PSYCHOLOGICAL ASPECT; QUESTIONNAIRE; TRUST; UNITED STATES;

ADULT; CULTURAL CHARACTERISTICS; CULTURE; FEMALE; GOALS; HUMANS; INDIA; INTERPERSONAL RELATIONS; MALE; NEGOTIATING; QUESTIONNAIRES; TRUST; UNITED STATES;

EID: 79960531166     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0021986     Document Type: Article

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