NATURE AND EXCHANGE OF INFORMATION IN INTERCULTURAL BUSINESS NEGOTIATIONS

Claude Alavoine () and Claudine Batazzi

No 2014-266, Working Papers from Department of Research, Ipag Business School

Abstract: The influence of culture on international business negotiations is recognized by most of the specialists and researchers in the field. A more important question is to what extent and what are the consequences in agreement making. Personal values, beliefs

Keywords: negotiation; culture; information; conflict; threats; competition; cooperation. (search for similar items in EconPapers)
JEL-codes: F23 (search for similar items in EconPapers)
Pages: 13 pages
Date: 2014-01-01
New Economics Papers: this item is included in nep-cdm
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Citations: View citations in EconPapers (8)

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