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ERIC Number: ED235531
Record Type: RIE
Publication Date: 1982
Pages: 39
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
Interpersonal Perception in International Business Negotiations: An Up-Date.
Rankis, Olaf E.; Biggers, J. Thompson
To determine the perceived intercultural commnication problems arising during three meetings of North American, Latin American, and Caribbean businessmen, business professionals were asked to assess their international counterparts in terms of (1) source credibility, (2) locus of control, (3) competitive posture, (4) communication certainty, (5) decision making flexibility, (6) differences in conducting meetings, (7) attribution of blame, (8) perceived understanding, (9) apprehension, and (10) differences in nonverbal behavior. Results suggested that differences in communication behavior (that are not mutually recognized) negatively affected the negotiations between the executives. In addition, both Latin American and Caribbean business professionals consistently saw the North American participants as "controlling" and "dominant," and as representing businesses that were "more equal" than the others. (Survey instruments and findings are appended.) (MM)
Publication Type: Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers: N/A