Cross‐cultural negotiating processes
Robert Gulbro
(Professor of Management, Athens State College, Athens, Alabama, USA)
Paul Herbig
(Professor of Marketing, Texas A&M International University, Texas, USA)
4489
Abstract
Suggests that, in this age of the global economy, cross‐cultural negotiations are becoming increasingly important in the management and marketing process of many companies. Compares the cross‐cultural negotiation behaviour and differences in the perceived processes between product‐oriented and consumer‐product firms. Reports on significant differences between the two groups and provides analysis.
Keywords
Citation
Gulbro, R. and Herbig, P. (1996), "Cross‐cultural negotiating processes", Industrial Management & Data Systems, Vol. 96 No. 3, pp. 17-23. https://doi.org/10.1108/02635579610114910
Publisher
:MCB UP Ltd
Copyright © 1996, MCB UP Limited