This paper presents a model of cross-cultural negotiations which describes how the affect negotiators experience during negotiations influences the character of the negotiation process and its outcomes. Three categories of determinants of negotiator affect are proposed: Individual differences,...

Purpose – The purpose of this paper is to show how employees' work cultural values in three cities of two different South American countries (Buenos Aires, Sao Paolo, and Rio de Janeiro) differ, and how these differences are related to the manner in which people perceive risk and construe the...

Purpose – The purpose of this paper is to show how employees' work cultural values in three cities of two different South American countries (Buenos Aires, Sao Paolo, and Rio de Janeiro) differ, and how these differences are related to the manner in which people perceive risk and construe the...