Culture and Joint Gains in Negotiation |
| |
| Authors: | Brett Jeanne M. Adair Wendi Lempereur Alain Okumura Tetsushi Shikhirev Peter Tinsley Catherine Lytle Anne |
| |
| Affiliation: | (1) Northwestern University, Evanston, Ill, 60208;(2) Cergy Pointoise Cedex, France;(3) Faculty of Economics, Shiga University, 1-1-1 Banba, Hikone, 522, Japan;(4) Academy of the National Economy, 82 Vernadsky, Moscow, Russia, 117571;(5) Georgetown University, Washington, D. C, 20057;(6) Hong Kong University of Science and Technology, Clear Water Bay, Kowloon, Hong Kong |
| |
| Abstract: | What effect does culture have on the achievement of joint gains in negotiation? Prior research has identified a number of strategies, for example sharing information about preferences and priorities, eschewing power, that lead to the development of joint gains when both negotiators are from the U.S. Are these same strategies used in other cultures? Are other strategies used? How effective are negotiators from different cultures in realizing joint gains? These are among the questions considered by the authors, whose research is based on data collected from negotiators from six different cultural backgrounds: France, Russia, Japan, Hong Kong, Brazil, and the U.S. |
| |
| Keywords: | |
| 本文献已被 SpringerLink 等数据库收录！ |
|
