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Tailoring the Mutual Gains Approach for Negotiations with Partners in Japan, China, and Korea |
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| Authors: | Hal Movius Masa Matsuura Jin Yan Dong-Young Kim |
| Institution: | Consensus Building Institute in Cambridge, MA; Massachusetts Institute of Technology in Cambridge, MA; School of Management, Zhejiang University, Hangzhou, China; KDI School of Public Policy and Management in Seoul, Korea |
| Abstract: | |
| Keywords: | mutual gains approach cross-cultural negotiation business partnerships Japan China Korea Hewlett–Packard |