TITLE

Buyer/Customer Behavior--Perceptions--Negotiations--Decision Making

PUB. DATE
January 2000
SOURCE
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p66
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article presents information about an article "International Multilateral Negotiations and Social Networks," by Bruce Money, published in a previous issue of the "Journal of International Business Studies." Bargaining among several parties at the same time is quite common in business. This conceptual paper presents a model of cross-cultural negotiations that examines how national culture, organization specific factors, and negotiator's individual characteristics impact the multilateral negotiation process.
ACCESSION #
2993941

 

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