East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators

Author:

Rivers Cheryl,Volkema Roger

Publisher

Springer Science and Business Media LLC

Subject

Law,Economics and Econometrics,Arts and Humanities (miscellaneous),General Business, Management and Accounting,Business and International Management

Reference87 articles.

1. Al-Khatib, J. A., Vollmers, S. M., & Liu, Y. (2007). Business-to-business negotiating in China: The role of morality. Journal of Business and Industrial Marketing, 22(2), 84–96.

2. Anderson, C., & Thompson, L. (2004). Affect from the top down: How powerful individuals’ positive affect shapes negotiations. Organizational Behavior and Human Decision Processes, 95(2), 125–139.

3. Barkai, J. (2008). Cultural dimension interests, the dance of negotiation and weather forecasting: A perspective on cross-cultural negotiation and dispute resolution. Pepperdine Dispute Resolution Law Journal, 8(3), 1–46.

4. Barry, B. (1999). The Tactical Use of Emotion in Negotiation. In R. J. Bies, R. J. Lewicki, & B. H. Sheppard (Eds.), Research on negotiation in organizations (pp. 93–121). Stamford, CT: JAI Press.

5. Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual Review of Psychology, 51(1), 279–314.

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