search query: @author Volkema, R. J. / total: 7
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| Author: | Volkema, R. J. Fleury, M. T. L. |
| Title: | Alternative Negotiating Conditions and the Choice of Negotiation Tactics: A Cross-cultural Comparison |
| Journal: | Journal of Business Ethics
2002 : APR I, VOL. 36:4, p. 381-398 |
| Index terms: | NEGOTIATION CULTURE COMPARATIVE RESEARCH |
| Language: | eng |
| Abstract: | The growth in international trade in recent years necessitates a better understanding of customs and expectations in cross-cultural negotiations. This paper describes a study comparing the perceptions of one hundred and forty-two current and future business professionals from two emerging trade partners, Brazil and the United States, regarding the appropriateness and likely use of five categories of negotiation tactics under seven challenging or unfavorable negotiating conditions commonly faced by negotiators. The results indicate an overall conditional effect for both attitudes (perceived appropriateness) and intentions (likelihood of use). |
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