search query: @author Graham, J. / total: 8
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| Author: | Graham, J. Mintu, A. Rodgers, W. |
| Title: | Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States |
| Journal: | Management Science
1994 : JAN, VOL. 40:1, p. 72-95 |
| Index terms: | NEGOTIATION CULTURE USA |
| Language: | eng |
| Abstract: | The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data analysis approaches. The results regarding the universality question are equivocal - findings varied across cultural groups in most cases. However, the theoretical model still appears to be a useful tool for understanding how business negotiations vary across cultural groups. |
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