Alternative Negotiating Conditions and the Choice of Negotiation Tactics: A Cross-cultural Comparison

By R. Volkema, Maria Tereza L. Fleury. 2002

97 citations recorded by the source corpus.

Subfields: Information Systems and Management, Management Information Systems, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/640503d042898cb366ed848f5b6a65f4dac26864

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Information Systems and Management

1. Charlene L. Nicholls-Nixon
2. Martha Rivera Pesquera
3. Jose Antonio Davila Castilla
4. Minhua Gu
5. J. S. Sánchez García
6. Kevin S. Groves
7. Ann E. Feyerherm

In Management Information Systems

1. Minhua Gu
2. Kevin S. Groves
3. Ann E. Feyerherm

In Sociology and Political Science

1. Minhua Gu
2. Kevin S. Groves
3. Ann E. Feyerherm

Citations in the corpus

• Latin America Management Research: Review, Synthesis, and Extension (2011, result): “Evidence of cross-country differences in negotiation tactics was also found in experimental research involving Brazilian and U.S. participants (Volkema & Fleury, 2002).”
• Examining Cultural Intelligence and Cross-Cultural Negotiation Effectiveness (2015, methodology): “Supported by theory and research (e.g., Brew & Cairns, 2004; Gelfand & Christakopoulou, 1999; Volkema & Fleury, 2002) on negotiation style differences between negotiators whose values are aligned with the United States (low power distance, high individualism, high masculinity, high universalism,…”