International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field

被引：12
|
作者：
Weiss, Stephen E. [1 ]
机构：
[1] York Univ, Schulich Sch Business, 4700 Keele St, Toronto, ON M3J 1P3, Canada
来源：
INTERNATIONAL NEGOTIATION-A JOURNAL OF THEORY AND PRACTICE | 2006年 / 11卷 / 02期
关键词：
international business; negotiation; international relations; culture;
D O I：
10.1163/157180606778968371
中图分类号：
D81 [国际关系];
学科分类号：
030207 ;
摘要：
Research on international business negotiation has been underway for 35 years. It has developed within two major paradigms: the macro-strategic, which focuses on organizational wholes, and the micro-behavioral, which focuses on individuals. The former further divides into business-government relations and interfirm relationship streams, while the latter branches into comparative and intercultural studies. While this article summarizes these bodies of literature, its main purpose is to offer a critique of this research, consider its contribution to practice and to the field of international negotiation, and stimulate ideas for future research.
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页码：287 / 316
页数：30
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