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| Author: | Francis, J.N.P. |
| Title: | When in Rome? the effects of cultural adaptation on intercultural business negociations |
| Journal: | Journal of International Business Studies
1991 : JUL-SEP, VOL. 22:3, p. 403-428 |
| Index terms: | NEGOTIATION CULTURE JAPAN KOREA |
| Language: | eng |
| Abstract: | Hypotheses to test effects of three degrees of adaptive behaviour during intercultural buyer/seller negotiations in 2 experimental studies of USA and Japanese responses, and Korean business people. Problems in intercultural negotiations. Independent variables. Scenarios used. Japanese adaptation. Korean study. 3 Tables illustrate the study. The Appendix presents the scenario. |
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