Two understandings of “conflict” are derived from a multi‐cultural East‐West experience: as a fundamental threat in which conflict is normally avoided, and as competitive games in which conflict is associated with confrontation and negotiation, and is sought after. Suggests that it is...

Purpose – Negotiators from Asia are increasingly confronted with exchange partners from other regions, particularly Europe. The European culture differs from the Asian culture in many regards, one major aspect being distinct levels of power distance (hierarchy versus egalitarianism). The...

Examines the relationship and importance of cross‐cultural egotiations to successful international marketing activities. Provides examples of differing cross‐cultural behaviour, and its potential impact on multinational (multi‐cultural) negotiations and hence on international marketing...

The art of negotiation has been explored in a number of bestsellers over the last decade. With the advent of a truly global economy, international and cross‐cultural relationships are forming out of ecessity. The potential for error when talking between cultures is considerable and many...

To most non‐Scandinavians Danes and Swedes are very much alike. The same language, the same social and democratic political system, and more or less the same history and culture. But there are differences which may be not observable to outsiders, but certainly are to the people involved. It is...

Reports on a cross‐cultural study of retail bargaining behaviour between American and Chinese customers. The framework of the Fishbein behavioural intention model is applied to the retail bargaining setting, and bargaining style is treated as an action “caused” by bargaining intention,...

Investigates the relationship between consumer ethnocentrism and consumer attitudes toward foreign manufactured products in product categories in which domestic alternatives are not available. Such decision situations (i.e. product choice in categories with no domestic alternative) are common...

In developing pricing strategies for the global marketplace, sellers have to consider the differences in how their consumers process information on prices. One potential difference is in attributions: whether the consumer blames the seller for a negative outcome such as a price increase. Prior...