Suggests that, in this age of the global economy, cross‐cultural negotiations are becoming increasingly important in the management and marketing process of many companies. Compares the cross‐cultural negotiation behaviour and differences in the perceived processes between product‐oriented...

The characteristics of cross‐cultural negotiation in the Asian context are reviewed. Findings are presented concerning an exercise in egotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank. The two basic...

Offers Western managerial psychology a synthesis of cross‐cultural perspectives on Western‐Japanese inter‐organizational conflict. Argues that Graeco‐Roman and Confucian‐Buddhist‐based cultural and communicative codes are fundamentally antagonistic, contributing to misperceptions and...

Reports on the development and the validation of a measurement scale of International Business Negotiators (IBNs), derived from the literature and confirmed byself‐perceptions of Chinese business negotiators. Following a qualitative approach, the authors analyzed literature based on prior...

Academic research concerning the implications of international business protocols is practically nonexistent. Most information is in the practitioner literature, is scattered and tends to focus on do’s and don’ts of etiquette rather than protocol. The results of this research shows that...

In today’s global economy, increasing numbers of companies are entering the international marketplace. The quality of managerial actions in salesforce hiring and training greatly influences the overall success of the firm. Although most companies attempt to select and train the most...