The art and economics of international negotiations: Haggling meets hurrying and hanging on in buyer–seller negotiations
This paper offers a theoretical model which focuses on cultural bargaining behavior. It is based on an intercultural negotiation framework of activity-based cultural types (Ott, 2011). The complexities of international negotiations are analyzed from a multi-active bargaining perspective which consid...
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| Format: | Article |
| Language: | English |
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Elsevier
2016-01-01
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| Series: | Journal of Innovation & Knowledge |
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| Online Access: | http://www.sciencedirect.com/science/article/pii/S2444569X16000160 |