Culture and Negotiation

Anne Marie Bülow, Rajesh Kumar

    Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

    Resumé

    The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles in this issue contribute to deepening our understanding about cross-cultural negotiation processes.
    OriginalsprogEngelsk
    TidsskriftInternational Negotiation
    Vol/bind16
    Udgave nummer3
    Sider (fra-til)349-359
    ISSN1382-340X
    DOI
    StatusUdgivet - 2011

    Emneord

    • national culture
    • interactional dynamics
    • cognition
    • cross-cultural negotiation
    • conflict

    Citer dette

    Bülow, Anne Marie ; Kumar, Rajesh. / Culture and Negotiation. I: International Negotiation. 2011 ; Bind 16, Nr. 3. s. 349-359.
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    Culture and Negotiation. / Bülow, Anne Marie; Kumar, Rajesh.

    I: International Negotiation, Bind 16, Nr. 3, 2011, s. 349-359.

    Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

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