Rao, Asha; Schmidt, Stuart M - In: Journal of International Business Studies 29 (1998) 4, pp. 665-694
THIS STUDY EXAMINES THE INFLUENCE TACTICS OF SENIOR U.S. EXECUTIVES IN NEGOTIATING INTERNATIONAL BUSINESS ALLIANCES. THE STRATEGY LITERATURE ON ALLIANCES AND THE BEHAVIORAL LITERATURE ON NEGOTIATIONS WERE INCORPORATED INTO A BEHAVIORAL MODEL OF ALLIANCE NEGOTIATIONS. CONSTRUCTS IDENTIFIED FROM...