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- Title
Japanese and American negotiators: Overcoming cultural barriers to understanding.
- Authors
Menger, Richard
- Abstract
The article focuses on how cultural differences affect the outcome of intercultural negotiations. Evidence suggests that cultural differences may impede communication between negotiators from different cultural backgrounds. A lack of appreciation for the implications of cultural differences may affect the success of business negotiations. The results of research on the cultural differences that lead to the different negotiating styles of Japanese and American businesspeople are discussed, and the findings of the research are analyzed.
- Subjects
UNITED States; JAPAN; CROSS-cultural communication; BUSINESS negotiation; BRETT, Jeanne; OKUMURA, Tetsushi; CULTURAL values; PSYCHOLOGY of executives; SOCIOCULTURAL factors; COMMUNICATION &; culture
- Publication
Academy of Management Executive, 1999, Vol 13, Issue 4, p100
- ISSN
1079-5545
- Publication type
Article
- DOI
10.5465/AME.1999.2570558