Construct · 1 fields · 1 citations

intercultural negotiation: a standalone construct

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International management

negotiation between parties from different cultures, which tends to yield lower joint gains than negotiation within one culture.

In international management, intercultural negotiation refers to negotiation between parties from different cultures, which tends to yield lower joint gains than negotiation within one culture. This meaning comes from Brett (1998) in Academy of Management Journal.[1]

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Nearby constructs

culture4 fields · 9 citationsjingle · one word, four constructs joint2 fields · 2 citationsjingle · one word, two constructs yield4 fields · 4 citationsjingle · one word, four constructs

References

Brett, J. M., & Okumura, T. (1998). Inter- and Intracultural Negotiation: U.s. and Japanese Negotiators. Academy of Management Journal, 41(5), 495-510. https://doi.org/10.2307/256938

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