International business negotiations Present knowledge and direction for future research

International business negotiations Present knowledge and direction for future research Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990‐2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Marketing Review Emerald Publishing

International business negotiations Present knowledge and direction for future research

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Publisher
Emerald Publishing
Copyright
Copyright © 2003 MCB UP Ltd. All rights reserved.
ISSN
0265-1335
DOI
10.1108/02651330310477585
Publisher site
See Article on Publisher Site

Abstract

Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990‐2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.

Journal

International Marketing ReviewEmerald Publishing

Published: Jun 1, 2003

Keywords: International business; Negotiating; National cultures; Research

References

  • Culture and joint gains in negotiation
    Brett, J.M.; Adair, W.; Lempereur, A.; Okumura, T.; Shikhirev, P.; Tinsley, C.; Lytle, A.
  • Negotiations to set up joint ventures in China
    Faure, G.O.
  • Towards a psychological theory of human communication
    Fearing, F.
  • The Japanese negotiation style: characteristics of a distinct approach
    Graham, J.L.
  • Culture's influence on business negotiations in four countries
    Graham, J.L.; Mintu‐Wimsat, A.
  • Differences in cross‐cultural negotiation behavior between industrial product and consumer product firms
    Gulbro, R.; Herbig, P.
  • Citation patterns in finance journals
    Hamelman, P.; Mazze, E.
  • Cultural approaches to negotiations: understanding the Japanese
    Hawrysh, B.M.; Zaichkowsky, J.L.
  • Communicative conflict in intercultural negotiations: the case of American and Japanese business negotiations
    Kumar, R.
  • Bargaining power and the trade‐off between the ownership and control of international joint ventures in China
    Lee, J.R.; Chen, W.R.; Kao, C.
  • Toward a conceptual framework of international joint venture negotiations
    Luo, Y.
  • Contractual aspects of cross‐cultural negotiations
    Martin, D.; Herbig, P.
  • US‐based Japanese firms: sales strategies that succeed
    Oh, T.K.
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    Salacuse, J.W.
  • Intercultural negotiation in international business
    Salacuse, J.W.
  • Cross‐cultural sales negotiations: a literature review and research propositions
    Simintiras, A.C.; Thomas, A.H.
  • Foreign language ability and international marketing
    Swift, J.S.
  • Adopting a dual lens approach for examining the dilemma of differences in international business negotiations
    Tinsley, C.H.; Curhan, J.J.; Kwak, R.S.
  • The General Motors‐Toyota joint venture, 1982‐84
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  • Cultural characteristics prevalent in the Chinese negotiation process
    Woo, H.S.; Prud'homme, C.

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