search query: @indexterm negotiation (sales) / total: 55
reference: 2 / 55
| Author: | Brett, J. M. Okumura, T. |
| Title: | Inter- and intracultural negotiation: U.S. and Japanese negotiators. |
| Journal: | Academy of Management Journal
1998 : OCT, VOL. 41:5, p. 495-510 |
| Index terms: | Negotiation (Sales) Culture USA Japan |
| Language: | eng |
| Abstract: | The authors discuss the implications for negotiation of two cultural values, individualism/collectivism and hierarchy/egalitarianism. The primary hypothesis, that joint gains will be lower in intercultural negotiations between U.S. and Japanese negotiators, was confirmed with data from 30 intercultural, 47 U.S.-U.S. intercultural, and 18 Japanese-Japanese intracultural simulated negotiations. Tests of their secondary hypotheses indicated that there was less understanding of the priorities of the other party and the utility of a compatible issue in inter- than in intracultural negotiations. |
SCIMA