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- Title
A Cultural Perspective on Negotiation: Progress, Pitfalls, and Prospects.
- Authors
Gelfand, Michele J.; Dyer, Naomi
- Abstract
Evaluates researches on culture and negotiation. Influence of culture on negotiation tactics and outcomes; Interaction of culture and other proximal situational conditions on negotiation outcomes; Pitfalls and progress in culture and negotiation research; Cruciality of priori theory and research on negotiation to the success of global business.
- Subjects
PSYCHOLOGICAL research; NEGOTIATION
- Publication
Applied Psychology: An International Review, 2000, Vol 49, Issue 1, p62
- ISSN
0269-994X
- Publication type
Article
- DOI
10.1111/1464-0597.00006