An Empirical Comparison of Soviet1 and American Business Negotiations

John L Graham, Leonid I Evenko and Mahesh N Rajan
Additional contact information
John L Graham: University of California, Irvine
Leonid I Evenko: Academy of Sciences of the U.S.S.R.
Mahesh N Rajan: University of California, Irvine

Journal of International Business Studies, 1992, vol. 23, issue 3, 387-418

Abstract: 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

Date: 1992
References: Add references at CitEc
Citations: View citations in EconPapers (5)

Downloads: (external link)
http://www.palgrave-journals.com/jibs/journal/v23/n3/pdf/8490272a.pdf Link to full text PDF (application/pdf)
http://www.palgrave-journals.com/jibs/journal/v23/n3/full/8490272a.html Link to full text HTML (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:jintbs:v:23:y:1992:i:3:p:387-418

Ordering information: This journal article can be ordered from
http://www.springer. ... nt/journal/41267/PS2

Access Statistics for this article

Journal of International Business Studies is currently edited by John Cantwell

More articles in Journal of International Business Studies from Palgrave Macmillan, Academy of International Business
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().