Negotiation Concession Patterns: A Multi-Country, Multiperiod Study

Hendon, Donald W.; Roy, Matthew H.; Ahmed, Zafar U.
January 2003
American Business Review;Jan2003, Vol. 21 Issue 1, p75
Academic Journal
Analyzes the concession patterns from different nations. Implications for practical managers. Importance of negotiation skills; Cross-cultural differences in negotiation.


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