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Article
Publication date: 1 January 1991

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001530. When citing the…

485

Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001530. When citing the article, please cite: Brian Mark Hawrysh, Judith Lynne Zaichkowsky, (1990) “Cultural Approaches to Negotiations: Understanding the Japanese”, International Marketing Review, Vol. 7 Iss: 2.

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Asia Pacific International Journal of Marketing, vol. 3 no. 1
Type: Research Article
ISSN: 0954-7517

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Article
Publication date: 1 October 1991

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001530. When citing the…

2141

Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001530. When citing the article, please cite: Brian Mark Hawrysh, Judith Lynne Zaichkowsky, (1990) “Cultural Approaches to Negotiations: Understanding the Japanese”, International Marketing Review, Vol. 7 Iss: 2.

Details

European Journal of Marketing, vol. 25 no. 10
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 February 1990

Brian Mark Hawrysh and Judith Lynne Zaichkowsky

Recent studies in Japanese and American negotiating styles arereviewed, and it is found that bargaining behaviours are affected byculture from the beginning of the negotiation…

1611

Abstract

Recent studies in Japanese and American negotiating styles are reviewed, and it is found that bargaining behaviours are affected by culture from the beginning of the negotiation process. These differences can be viewed as a set of styles, habits, skills and expectations that might be understood through ethnographic analysis. Once the bases for the differences in negotiation styles are understood, negotiating across cultures may be a more efficient process.

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International Marketing Review, vol. 7 no. 2
Type: Research Article
ISSN: 0265-1335

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