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Tension and trust in international business negotiations: American executives negotiating with Chinese executives

Lee, Kam-hon; Yang, Guang; Graham, John L - In: Journal of International Business Studies 37 (2006) 5, pp. 623-641

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...

Persistent link: https://www.econbiz.de/10005092168