The processes of business negotiations in three countries, the United States, Japan, and Brazil, are compared and contrasted. Three dyads from each country were videotaped during a buyer-seller negotiation simulation. Both verbal behaviors and nonverbal behaviors were observed and recorded. Observed differences provide the basis for hypothesized differences which might be tested in future work.
CITATION STYLE
Graham, J. L. (1985). The Influence of Culture on the Process of Business Negotiations: An Exploratory Study. Journal of International Business Studies, 16(1), 81–96. https://doi.org/10.1057/palgrave.jibs.8490443
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