An exploratory investigation into cultural awareness and approach to negotiation of Greek, Russian and British managers

Abstract

Presents a comparison of approaches to negotiation and level of cultural awareness of international business managers in Russia, Greece and the UK. Demonstrates that although managers in the three countries are distinctly different in their demographic and cultural characteristics they generally exhibit high impression accuracy and adopt a similar approach to the negotiation process. Discusses implications for European business.

Citation

Fraser, C. and Zarkada‐Fraser, A. (2002), "An exploratory investigation into cultural awareness and approach to negotiation of Greek, Russian and British managers", European Business Review, Vol. 14 No. 2, pp. 111-127. https://doi.org/10.1108/09555340210420091