2024
DOI: 10.1108/ribs-05-2024-0047
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Interorganizational negotiation perspective: the role of interaction, pluralistic discord and relative strength of formal and informal institutions

Rimi Zakaria,
Kun Michelle Yang

Abstract: Purpose This study extends the relationship, behavior and condition perspective on international business negotiation to predict cross-border merger and acquisition negotiation outcomes. Taking a two-dimensional approach to classifying institutional distance (ID), the authors identify a set of cognitive and behavioral mechanisms underlying interfirm negotiation processes. The purpose of this study is to propose that the degree, interaction, pluralistic discord of institutional dimensions and the relative impor… Show more

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