This article has been withdrawn as it was published elsewhere and accidentally duplicated.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…
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This article has been withdrawn as it was published elsewhere and accidentally duplicated.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.
This article has been withdrawn as it was published elsewhere and accidentally duplicated.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…
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This article has been withdrawn as it was published elsewhere and accidentally duplicated.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.
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…
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.