Semnani-Azad, Zhaleh; Adair, Wendi L.; Perunovic, Wei … - 2012
Prior research has demonstrated that intercultural negotiations tend to be significantly less successful than … intracultural negotiations (Adair, Okumura, & Brett, 2001; Gulbro & Herbig, 1996). The poor negotiating outcomes of international … negotiations have been attributed to cultural differences in communication styles and cognitive schemas (Adair et al., 2001; Brett …
