کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
1001774 | 937243 | 2006 | 13 صفحه PDF | دانلود رایگان |
![عکس صفحه اول مقاله: Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States](/preview/png/1001774.png)
In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221–235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both between and within cultures were revealed at a level of complexity not found in previous empirical studies.
Journal: Journal of World Business - Volume 41, Issue 4, December 2006, Pages 382–394