search query: @author Francis, J. / total: 15
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| Author: | Tse, D. Francis, J. Walls, J. |
| Title: | Cultural differences in conducting intra- and inter-cultural negotiations: a Sino-Canadian comparison |
| Journal: | Journal of International Business Studies
1994 : THIRD QUARTER, VOL. 25:3, p. 537-555 |
| Index terms: | CULTURE NEGOTIATION CANADA |
| Language: | eng |
| Abstract: | A study of conflict resolution strategies of Canadian and Chinese executives was conducted. Responses to two kinds of joint project conflicts - task-related and person-related with potential partners from their own culture or from the other culture - were examined. Neither group of executives altered its strategy when negotiating across structures. Chinese executives were more likely to avoid conflicts but recommended more negative strategies (discontinue negotiation; withdraw negotiation) when conflict emerged. |
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