In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations?
30 Pages Posted: 25 May 2010
Abstract
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.
Suggested Citation: Suggested Citation
Wilken, Robert and Fucks, Simone and Jacob, Frank and Prime, Nathalie, In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations?. IACM 23rd Annual Conference Paper, Available at SSRN: https://ssrn.com/abstract=1615216 or http://dx.doi.org/10.2139/ssrn.1615216
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