search query: @author Paik, Y. / total: 3
reference: 3 / 3
« previous | next »
| Author: | Paik, Y. Tung, R. L. |
| Title: | Negotiating with East Asians: How to attain "win-win" outcomes |
| Journal: | Management International Review
1999 : 2.QUARTER, VOL. 39:2, p. 103-122 |
| Index terms: | Negotiation Culture International trade USA Asia |
| Freeterms: | Cultural differences |
| Language: | eng |
| Abstract: | Based on interviews with executives from 12 U.S. companies who had experiences in international business negotiations, this paper examines the different negotiating styles of East Asian countries: Korean, Japan and China. Korea, in particular, appeared to be more distinctive from the other 2 countries in their approach to conducting negotiations. |
« previous | next »
SCIMA