Concepedia

INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS.

Academy of Management Journal · 1998 · 445 citations · 23 references

Concepts

ManagementCultural StudiesSocial PsychologyCultureIntercultural CommunicationNegotiationCross-cultural NegotiationIntercultural ConflictIntercultural NegotiationInterpersonal NegotiationNegotiation Across CulturesNegotiation TheoryCollectivism In NegotiationConflict Resolution Across CulturesCross-cultural Negotiation StylesIndividualism In NegotiationNegotiation Across Cultural DifferencesNegotiation Tactics Across Cultures

Abstract

In this study, we propose that culture provides scripts and schemas for negotiation. The implications for negotiation of two cultural values, individualism/collectivism and hierarchy/egalitarianism...

References

23

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Social Sciences, Psychology, Social Psychology +10

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Management, Cultural Studies, Organizational Behavior +13

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Management, Philosophy, Psychology +16

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Management, Conflict Studies, Contract Law +16

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Social Sciences, Cultural Studies, Sociology +12