search query: @indexterm Negotiation / total: 621
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| Author: | Adair, W. (et al.) |
| Title: | Culture and negotiation strategy |
| Journal: | Negotiation Journal
2004 : JAN, VOL. 20:1, p. 87-111 |
| Index terms: | Corporate culture Negotiation Information |
| Language: | eng |
| Abstract: | In this article the authors investigate the relationship between culture and joint gains by examining the role of information sharing and power strategies in intracultural negotiations. They found that the relationship between cultural values or norms and joint gains was uncertain in six cultures: France, Russia, Japan, Hong Kong, Brazil, and the United States. |
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