EXPLORATIONS OF NEGOTIATION BEHAVIORS IN 10 FOREIGN CULTURES USING A MODEL DEVELOPED IN THE UNITED-STATES

被引：126

作者：

GRAHAM, JL

MINTU, AT

RODGERS, W

机构：

[1] UNIV CALIF RIVERSIDE, GRAD SCH MANAGEMENT, RIVERSIDE, CA 92521 USA

[2] E TEXAS STATE UNIV, DEPT MARKETING & MANAGEMENT, COMMERCE, TX 75428 USA

来源：

MANAGEMENT SCIENCE | 1994年 / 40卷 / 01期

关键词：

NEGOTIATION; CROSS-CULTURAL; BUSINESS EXECUTIVES;

D O I：

10.1287/mnsc.40.1.72

中图分类号：

C93 [管理学];

学科分类号：

12 ; 1201 ; 1202 ; 120202 ;

摘要：

The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data analysis approaches. The results regarding the universality question are equivocal-findings varied across cultural groups in most cases. However, the theoretical model still appears to be a useful tool for understanding how business negotiations vary across cultural groups.

引用

页码：72 / 95

页数：24

共 97 条

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