One challenge for multinational organizations is to manage inter‐organizational relationships with customers, collaborators, competitors, governments and other important stakeholder organizations. Negotiations can be seen as a process to manage interdependence and conflicts of interests...

Purpose – Intercultural interfirm relationships have become a new challenge for international management. The purpose of this paper is to explore differences in computer‐mediated negotiation behavior between participants who come from nations which differ as regards two major cultural...

Purpose – Negotiators from Asia are increasingly confronted with exchange partners from other regions, particularly Europe. The European culture differs from the Asian culture in many regards, one major aspect being distinct levels of power distance (hierarchy versus egalitarianism). The...