Negotiation Concession Patterns: A Multi-Country, Multi-Period Study.
Journal of International Business Research 2007, July, 6, 2
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Publisher Description
ABSTRACT Research has shown that managers spend a significant amount of time negotiating and that this trend will likely escalate in the future. Cross-cultural studies of negotiation tactics are needed as instances of international negotiations increase geometrically. This study analyzes the concession patterns of over 10,000 executives from 21 different nations over a 15 year period. Significant differences are found in the most and least preferred methods of concession. Implications for practicing managers are discussed in light of the results.
GENRE
Business & Personal Finance
RELEASED
2007
July 1
LANGUAGE
EN
English
LENGTH
28
Pages
PUBLISHER
The DreamCatchers Group, LLC
SELLER
The Gale Group, Inc., a Delaware corporation and an affiliate of Cengage Learning, Inc.
SIZE
285.6
KB
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