The characteristics of cross‐cultural negotiation in the Asian context are reviewed. Findings are presented concerning an exercise in negotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank. The two basic strategies of negotiation – instrumental and collaborative – are compared.
Swierczek, F. (1990), "Culture and Negotiation in the Asian Context: Key Issues in the Marketing of Technology", Journal of Managerial Psychology, Vol. 5 No. 5, pp. 17-24. https://doi.org/10.1108/02683949010140689Download as .RIS
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