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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

The ambiguous role of cultural moderators in intercultural business negotiations

Wilken, Robert; Jacob, Frank; Prime, Nathalie - In: International business review : the official journal of … 22 (2013) 4, pp. 736-753

Persistent link: https://www.econbiz.de/10009758053

International business negotiations : do cultural differences matter? ; the case of India and Israel ; research report

Snir, Gideon - In: International journal of Indian culture and business … 8 (2014) 3, pp. 361-386

Persistent link: https://www.econbiz.de/10010401581

Examining cultural intelligence and cross-cultural negotiation effectiveness

Groves, Kevin S.; Feyerherm, Ann; Gu, Minhua - In: Journal of management education : a publication of the … 39 (2015) 2, pp. 209-243

Persistent link: https://www.econbiz.de/10010509098

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

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 …The present study analyzes the impact of culture on negotiation behavior in German and Chinese intra- and intercultural …

Persistent link: https://www.econbiz.de/10014168743

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

The impact of cultural differences on buyer-supplier negotiations : an experimental study

Ribbink, Dina; Grimm, Curtis M. - In: Journal of operations management 32 (2014) 3, pp. 114-126

Persistent link: https://www.econbiz.de/10010363990

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

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

Intercultural Aspect of Russian Business Negotiation Practices

Balykina, Galina - 2016

Negotiation is an unavoidable part of any business, an important instrument of international business communication. The behavior of the negotiators is strongly influenced by their cultural background that defines the range of strategies negotiators develop as well as tactics and communication...

Persistent link: https://www.econbiz.de/10013005110

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