Describes an investigation into the individual, organization, and demographic‐related ante‐cedents to industrial negotiation encounters in two culturally diverse countries. Focuses in particular on antecedent factors that influence sellers’ co‐operative orientation. Two con‐current surveys were conducted among Philippine and American industrial exporters. Our results suggest that the antecedents leading to co‐operative negotiation behaviours differ between Filipino and American sales representatives.
Mintu‐Wimsatt, A. and Gassenheimer, J. (1996), "Negotiation differences between two diverse cultures", European Journal of Marketing, Vol. 30 No. 4, pp. 20-39. https://doi.org/10.1108/03090569610118812Download as .RIS
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