This dissertation explores the determinants of integrative outcomes in intranational and international negotiations between Americans and Japanese. A laboratory study was conducted to test the effects of cultural collectivism on (1) empathic concern towards, and trust in the negotiating partner, (2) competitive, cooperative and maximizing joint profit behaviors and (3) the integrativeness of the outcomes between Japanese and Americans. Individuals from collectivist cultures, such as the Japanese, behave differently towards members of their ingroup than with members of outgroups. An ingroup is defined as a group whose norms and values shape the behavior of its members. Results of an experiment involving 98 Japanese and 92 American students f...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
International and intranational negotiations in the United States and Japan: The impact of cultural ...
Cross-cultural negotiations are very challenging for global executives while they deal with many bar...
The dominant paradigm in negotiation research has virtually ignored the cultural context in which ne...
The dominant paradigm in negotiation research has virtually ignored the cultural context in which ne...
Negotiations are integral to marketing transactions, whether they concern price, or product or chann...
Culture and personality have been two of the most-studied factors in negotiation research, yet only...
Culture-based negotiation practices and preferences in business continue to attract the interest of ...
156 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1985.Research in cross-cultural ps...
This concept paper proposes that when companies have expanded their business and operation throughou...
This concept paper proposes that when companies have expanded their business and operation throughou...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
International and intranational negotiations in the United States and Japan: The impact of cultural ...
Cross-cultural negotiations are very challenging for global executives while they deal with many bar...
The dominant paradigm in negotiation research has virtually ignored the cultural context in which ne...
The dominant paradigm in negotiation research has virtually ignored the cultural context in which ne...
Negotiations are integral to marketing transactions, whether they concern price, or product or chann...
Culture and personality have been two of the most-studied factors in negotiation research, yet only...
Culture-based negotiation practices and preferences in business continue to attract the interest of ...
156 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1985.Research in cross-cultural ps...
This concept paper proposes that when companies have expanded their business and operation throughou...
This concept paper proposes that when companies have expanded their business and operation throughou...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...
This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessfu...