Compared to their bilateral counterparts, multilateral negotiations in an international setting present an extremely complex set of negotiation phenomena. This paper proposes a model of negotiations that examines how national culture, organization specific factors, and individual characteristics...

The determinants of the outcomes of business negotiations in 3 cultures are investigated in a laboratory experiment. The outcomes of negotiations between Japanese businessmen result primarily from situational constraint—the role of the negotiator (buyer or seller). Representational...

International management studies have been based primarily on the comparison of managerial behavior in countries around the world. Often these studies have implied that business people behave similarly with their domestic colleagues as with their foreign counterparts. In questioning that...

The purpose of the study is to shed light on the antecedents and consequences of tension felt during international business negotiations. A total of 176 American and Chinese executives participated in simulated international business (buyer–seller) negotiations. The negotiations were...

Fifty-six Soviet businesspeople and 160 American businesspeople participated in simulated intracultural, one-on-one, buyer-seller negotiations. All participants completed questionnaires after the negotiation sessions, and six negotiators from each cultural group were videotaped during the...

The Foreign Corrupt Practices Act (FCPA) was found to have no negative effect on the export performance of American industry. Market share of U.S. industry in countries where the FCPA is reported to be an important trade disincentive was compared with U.S. market share in other countries. No...

The processes of business negotiations in three countries, the United States, Japan, and Brazil, are composed and contrasted. Three dyads from each country were videotaped during a buyer-seller negotiation simulation. Both verbal behaviors and nonverbal behaviors were observed and recorded....