Kern, Mary (Molly) C.; Lee, Sujin; Aytug, Zeynep G.; … - 2010
In this study of Korean and U.S. negotiators, we demonstrate limits on the presumption that inter-cultural negotiations are doomed to generate low joint gains. In a laboratory study with 45 bi-cultural Korean students and 47 mono-cultural American students, we created a total of 16 U.S.-U.S., 15...
