Ulijn, Jan; Françoise Rutkowski, Anne; Kumar, Rajesh; … - In: Cross Cultural Management: An International Journal 12 (2005) 3, pp. 103-118
We conducted a pilot study to compare the emotions experienced by Dutch and Chinese students during a face‐to‐face negotiation role play. Emotions play an important role in negotiations because they influence the behaviour and judgments of negotiators. The Data Printer case developed by...