In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations?

This paper investigates the influence of cultural characteristics of negotiator teams (Masculinity, High/low context) on the behavior and different success measures in intercultural business negotiations. Preliminary results show differences in negotiation success across cultural groups and in terms of cultural team composition. A content analysis of the negotiation protocols will shed light on how this effect develops through negotiation behavior

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Year of publication:	2010
Authors:	Wilken, Robert ; Fucks, Simone ; Jacob, Frank ; Prime, Nathalie
Publisher:	[S.l.] : SSRN
Subject:	Verhandlungen \| Negotiations \| Kultur \| Culture \| Interkulturelles Management \| Cross-cultural management \| Kulturelle Identität \| Cultural identity \| Interkulturelle Beziehungen \| Cross-cultural relations \| Unternehmenskultur \| Corporate culture

Extent:	1 Online-Ressource (30 p)
Type of publication:	Book / Working Paper
Language:	English
Notes:	In: IACM 23rd Annual Conference Paper
Other identifiers:	10.2139/ssrn.1615216 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10014194760