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Can outnumbered negotiators succeed? The case of intercultural business negotiations
Dinkevych, Elena; Wilken, Robert; Aykac, Tayfun; Jacob, … - In: International business review : the official journal of … 26 (2017) 3, pp. 592-603
Persistent link: https://www.econbiz.de/10011712315
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Dignity, face, and honor cultures : a study of negotiation strategy and outcomes in three cultures
Aslani, Soroush; Ramirez-Marin, Jimena; Brett, Jeanne M.; … - In: Journal of organizational behavior : OB ; the internat. … 37 (2016) 8, pp. 1178-1201
Persistent link: https://www.econbiz.de/10011568861
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International negotiation prototypes : the impact of culture
Ogliastri Uribe, Enrique; Quintanilla, Carlos; Benetti, Sara - In: Journal of business research : JBR 159 (2023), pp. 1-12
Persistent link: https://www.econbiz.de/10014287538
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Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions
Oligastri, Enrique; Quintanilla, Carlos - In: Journal of business research : JBR 69 (2016) 2, pp. 452-458
Persistent link: https://www.econbiz.de/10011435924
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Lacking pluralism? : a critical review of the use of cultural dimensions in negotiation research
Schoen, Raphael - In: Management review quarterly 71 (2021) 2, pp. 393-432
Persistent link: https://www.econbiz.de/10012497262
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The relationship between cultural values, cultural intelligence and negotiation styles
Caputo, Andrea; Ayoko, Oluremi B.; Amoo, Nii; Menke, … - In: Journal of business research : JBR 99 (2019), pp. 23-36
Persistent link: https://www.econbiz.de/10012023403
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Culture and negotiation strategy
Brett, Jeanne M. - In: The journal of business & industrial marketing 32 (2017) 4, pp. 587-590
Persistent link: https://www.econbiz.de/10011692421
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Contemporary Strategic Chinese American Business Negotiations and Market Entry
Clarke, Steven J. (ed.) - 2023
Chapter 1. China Strategic Analysis -- Chapter 2. China and Negotiations -- Chapter 3. China Market Environment …-2025 -- Chapter 12. China and Technology -- Chapter 13. Challenges of Chinese Factories, Negotiations, and Middlemen -- Chapter 14 …This book is an effort to provide a “primary source”, a guide for Chinese/American cross-cultural negotiations, which …
Persistent link: https://www.econbiz.de/10013504692
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Cultural norms and cultural agents in buyer-seller negotiation processes and outcomes
Uzo, Uchenna; Adigwe, Jude O. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 126-143
Persistent link: https://www.econbiz.de/10011515680
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Influencing of time pressure on the outcome of intercultural commercial negotiations
Saorín-Iborra, M. Carmen; Cubillo, Gustavo - In: Journal of promotion management : JPM 22 (2016) 4, pp. 511-525
Persistent link: https://www.econbiz.de/10011631882