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. |
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