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Can outnumbered negotiators succeed? The case of intercultural business negotiations

  • Published:2017-06 Issue:3 Volume:26 Page:592-603
  • ISSN:0969-5931
  • Container-title:International Business Review
  • language:en
  • Short-container-title:International Business Review

Author:

Dinkevych Elena,Wilken Robert,Aykac Tayfun,Jacob Frank,Prime Nathalie

Funder

‘European Research Funding’

Publisher

Elsevier BV

Subject

Marketing,Finance,Business and International Management

Reference75 articles.

1. Culture and negotiation processes;Adair,2004

2. Negotiation behavior when cultures collide: The United States and Japan;Adair;Journal of Applied Psychology,2001

3. U.S. and Japanese schemas for inter-cultural negotiation: A tale of overadjustment?;Adair;Negotiation and Conflict Management Research,2009

4. Exploring the factors influencing the negotiation process in cross-border M&A;Ahammad;International Business Review,2016

5. Analyzing interpersonal communications in industrial marketing negotiations;Alexander;Journal of the Academy of Marketing Science,1991

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1. Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.;Journal of Applied Psychology;2023-12-07

2. Reflections on Frank Jacob’s Contributions to the Literature on Intercultural Business Negotiations;Serving the Customer;2023

3. References;Mergers, Acquisitions, and Other Restructuring Activities;2019

4. An Introduction to Mergers, Acquisitions, and Other Restructuring Activities;Mergers, Acquisitions, and Other Restructuring Activities;2019

5. International Business Negotiations: Search of the Balance and the Equilibrium of Negotiating Powers, under Distorting Market Conditions of Competition (Monopsony, Oligopsony and Monopoly Cases);Proceedings of 5th International Scientific Conference Contemporary Issues in Business, Management and Education ‘2017;2017-05-11
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