English, Article edition: An Empirical Comparison of Soviet1 and American Business Negotiations John L Graham; Leonid I Evenko; Mahesh N Rajan

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Physical Description
  • article
Language
  • English

Edition details

Title
  • An Empirical Comparison of Soviet1 and American Business Negotiations
Author
  • John L Graham
  • Leonid I Evenko
  • Mahesh N Rajan
Physical Description
  • article
Notes
  • Fifty-six Soviet businesspeople and 160 American businesspeople participated in simulated intracultural, one-on-one, buyer-seller negotiations. All participants completed questionnaires after the negotiation sessions, and six negotiators from each cultural group were videotaped during the interactions. Analysis of the questionnaire data indicated that Soviet negotiators achieved higher individual profits when using a competitive approach in negotiations. This result is in contrast to a more cooperative approach associated with higher profits for the American participants. Analysis of the videotapes suggests both similarities and differences in observed bargaining behaviors across the two cultural groups.© 1992 JIBS. Journal of International Business Studies (1992) 23, 387–418
  • RePEc:pal:jintbs:v:23:y:1992:i:3:p:387-418
Language
  • English
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