Table of contents
International business negotiations: Present knowledge and direction for future research
Nina Reynolds, Antonis Simintiras, Efi VlachouGlobal companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining…
9884
Social capital and the dynamics of business negotiations between the northern Europeans and the Chinese
Rajesh Kumar, Verner WormThe paper assesses the impact of social capital on the dynamics of Sino‐northern European business negotiations. It is argued that, while conflicting negotiation styles create…
3027
Negotiation approaches: direct and indirect effect of national culture
Xiaohua Lin, Stephen J. MillerThe focus of the study is on direct and indirect effects of national culture on negotiation behavior in international business. It argues that negotiation approach is conditioned…
11919
A comparative analysis of sales training in Europe: Implications for international sales negotiations
Sergio Román, Salvador RuizWhen negotiation parties belong to different cultures, training can either increase or decrease negotiation differences in order to decrease or increase, respectively, the…
2752
ISSN:
0265-1335Online date, start – end:
1983Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Professor John Cadogan