Culture and Negotiation in the Asian Context: Key Issues in the Marketing of Technology

The characteristics of cross‐cultural negotiation in the Asian context are reviewed. Findings are presented concerning an exercise in egotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank. The two basic strategies of negotiation – instrumental and collaborative – are compared.

MoreLess

Year of publication:	1990
Authors:	Swierczek, Fredric William
Published in:	Journal of Managerial Psychology. - MCB UP Ltd, ISSN 1758-7778, ZDB-ID 2020283-0. - Vol. 5.1990, 5, p. 17-24
Publisher:	MCB UP Ltd
Subject:	Cross‐cultural management \| Management development \| Marketing \| National cultures \| Negotiating \| New technology

More details

Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/02683949010140689 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014888283