Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

Graham, John L.; Mintu, Alma T.; Rodgers, Waymond

doi:10.1287/mnsc.40.1.72

Cited by 244 publications

(195 citation statements)

References 71 publications

(85 reference statements)

Supporting

Mentioning

187

Contrasting

Unclassified

Order By: Relevance

“…Another example of comparing cultures without cross-cultural interaction used 700 business people from the United States, Canada (both Anglophone and Francophone), Mexico, United Kingdom, France, Germany, Union of Soviet Socialist Republics, Taiwan, China, and Korea (Graham, Mintu, & Rodgers, 1994). Participant pairs attempted to increase joint profit in 30 minutes, and results suggests the degree to which both negotiators and partners utilized problem-solving approaches that impacted joint profit across cultural groups.…”

Section: Influence Attempts In Different Culturesmentioning

confidence: 99%

Military Influence Tactics: Lessons Learned in Iraq and Afghanistan

Wolfe

Arrow

2013

Military Psychology

View full text Add to dashboard Cite

For most influence attempts in everyday life, success makes life easier and failure is a disappointment, not a tragedy. When U.S. soldiers deployed overseas attempt to influence civilians, however, success can save lives and failure can be deadly. Along with the high stakes consequences of influence attempts, soldiers face the challenges of bridging differences in language, culture, beliefs, and agendas.The current study examined cross-cultural influence attempts made by deployed soldiers, contributing to existing influence research by examining influence attempts in a complex and challenging wartime environment. Survey data from 228 military personnel with deployment experience to Iraq and Afghanistan revealed that empathy, respect, prior relationships, and familiarity with influence targets predicted success. Five influence technique clusters emerged, and use of technique clusters involving resources and positive feelings were more successful than negative tactics. v CURRICULUM VITAE

show abstract

Section: Influence Attempts In Different Culturesmentioning

confidence: 99%

Military Influence Tactics: Lessons Learned in Iraq and Afghanistan

Wolfe

Arrow

2013

Military Psychology

View full text Add to dashboard Cite

show abstract

“…Although PLS (partial least squares) is a powerful tool in dealing with small samples (Graham et al 1994), a larger sample would allow for more variations in terms of splitting the data. A further limitation is that some of the fi rms that qualifi ed as born globals are already past their start-up phase.…”

Section: Conclusion and Limitationsmentioning

confidence: 99%

Do Born Global SMEs Reap More Benefits from ICT Use than Other Internationalizing Small Firms?

Sinkovics¹,

Pezderka²,

Sinkovics³

et al. 2012

Handbook of Research on Born Globals

View full text Add to dashboard Cite

“…Strategic alliances and multilateral negotiations have become essential to successful international relations. When conducting international business (Graham, Mintu and Rodgers 1994). Gulbro and Herbig (1998) indicated that for achieving successful agreements, negotiations are important in order to eliminate conflicting points of view between the representatives.…”

Section: Review Of the Literaturementioning

confidence: 99%

An Analysis on Negotiation Styles by Religious Beliefs

Tu¹,

Chih²

2011

IBR

View full text Add to dashboard Cite

Globalization and economic openness have contributed to increased international negotiations in the 21 st century. Despite the enthusiasm for increased global interaction and economic exchange, many people have found that cultural differences have hindered their ability to efficiently conduct business or negotiations due to their lack of understanding of the cultural differences in different countries.This paper explores the impact of religious culture on negotiations. Specifically, we compare and contrast the effects of religious orientation on the negotiating styles of Greater China (Taiwan, Hong Kong and China). The research aims to investigate the role of religious culture as a factor in shaping the negotiation styles of people with different religious beliefs.Casse and Deols' model of four negotiation styles was utilized in the research. The research found that there are different negotiation styles among the three countries which vary to significant degrees based upon the religious cultures within Taiwan, Hong Kong and China. These differences have imbued each country with a specific set of values and attitudes relating to their cultures. This study may help people develop more successful negotiation skills by giving them insight into the nuances of negotiations, and by identifying implications for negotiations and areas for future scholarly inquiry.

show abstract

Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

Cited by 244 publications

References 71 publications

Military Influence Tactics: Lessons Learned in Iraq and Afghanistan

Military Influence Tactics: Lessons Learned in Iraq and Afghanistan

Do Born Global SMEs Reap More Benefits from ICT Use than Other Internationalizing Small Firms?

An Analysis on Negotiation Styles by Religious Beliefs

Contact Info

Product

Resources

About