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International business negotiations: Present knowledge and direction for future research

Nina Reynolds (European Business Management School, University of Wales Swansea, Swansea, UK)
Antonis Simintiras (European Business Management School, University of Wales Swansea, Swansea, UK)
Efi Vlachou (European Business Management School, University of Wales Swansea, Swansea, UK)

International Marketing Review

ISSN: 0265-1335

Article publication date: 1 June 2003

9867

Abstract

Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990‐2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.

Keywords

Citation

Reynolds, N., Simintiras, A. and Vlachou, E. (2003), "International business negotiations: Present knowledge and direction for future research", International Marketing Review, Vol. 20 No. 3, pp. 236-261. https://doi.org/10.1108/02651330310477585

Publisher

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MCB UP Ltd

Copyright © 2003, MCB UP Limited

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