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Intracultural and Intercultural Negotiations
Lytle, Anne L.; Willaby, Harold W. - 2010
While previous studies have provided support that norms around or frequencies of tactics are related both to cultural values and to negotiated outcomes (Adair, Brett, Lempereur, Okumura, Shikhirev, Tinsley, & Lytle, 2004; Lytle, 1994), several theorist have suggested that since the negotiation...
Persistent link: https://www.econbiz.de/10014057890
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Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation between German and Chinese Negotiators
Neun, Harald; Geiger, Ingmar; Luegger, Kai; Backhaus, Klaus - 2012
business negotiations mainly focusing on the seller role. We find more distributive and less integrative negotiation behavior … among intracultural Chinese compared to intracultural German negotiations. While confirming that the national cultural value … from intra- to intercultural negotiations on the part of the seller happen: While the German seller adapts his/her level of …
Persistent link: https://www.econbiz.de/10014168743
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Beyond simplifications : making sense of paradoxical Chinese values in Chinese-Western business negotiations
Spijkman, Marleen; Jong, Menno D. T. de - In: International journal of business communication : IJBC … 60 (2023) 1, pp. 130-149
Persistent link: https://www.econbiz.de/10014228980
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Navigating ambiguity : distributive and integrative negotiation tactics in China
Barthelmess, Petra Y.; Enzmann, Patricia; Settelen, Michael - In: Central European business review : CEBR 7 (2018) 2, pp. 21-43
Persistent link: https://www.econbiz.de/10011965691
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Level II negotiations : helping the other side meet its "behind the table" challenges
Sebenius, James K. - 2012 - July 8, 2012 v.3.0
Persistent link: https://www.econbiz.de/10009579461
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Losing face
Gall, Thomas; Reinstein, David - 2015
Persistent link: https://www.econbiz.de/10011393177
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The tactical utilization of cognitive biases in negotiations
Rhode, Alexander; Schönbohm, Avo; Vliet, Jacobus van - 2014
The present paper conceptualizes the domain of psychological influence in negotiations and thereby proposes seven … negotiations tactics which utilize the findings of cognitive bias research. After reviewing existing literature on cognitive biases … in negotiations, the paper argues that their persuasive utilization in negotiations has not been discussed extensively so …
Persistent link: https://www.econbiz.de/10010364726
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Who is Best at Negotiating Pharmaceutical Rebates?
Abrams, Lawrence W. - 2011
Persistent link: https://www.econbiz.de/10013128092
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Negotiation Excellence : Successful Deal Making
Benoliel, Michael - 2011
negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building …
Persistent link: https://www.econbiz.de/10013122497