The Influence of Culture on the Process of Business Negotiations: An Exploratory Study

John L Graham
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John L Graham: University of Southern California

Journal of International Business Studies, 1985, vol. 16, issue 1, 96 pages

Abstract: The processes of business negotiations in three countries, the United States, Japan, and Brazil, are composed 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.© 1985 JIBS. Journal of International Business Studies (1985) 16, 81–96

Date: 1985
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