Intercultural Negotiation in International Business

被引：0
|
作者：
Jeswald W. Salacuse
机构：
[1] The Fletcher School of Law and Diplomacy,
[2] Tufts University,undefined
来源：
Group Decision and Negotiation | 1999年 / 8卷
关键词：
negotiation; culture; international business; transactions; relationships; contract; values; joint venture; management; conflict; dispute; deal making; process;
D O I：
暂无
中图分类号：
学科分类号：
摘要：
Cultural differences among negotiators is a constant in international business negotiations. Four element of culture - behavior, attitudes, norms and values influence such negotiations particularly with regard to communication, the form and substance of transactions, and negotiating style. Negotiating style involves ten factors, and the article reports survey data on how negotiators cultural differences are suggested.
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页码：217 / 236
页数：19
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