ERIC Number: EJ614492
Record Type: Journal
Publication Date: 2000
Reference Count: N/A
Culture in the Context of Intercultural Negotiation: Individualism-Collectivism and Paths to Integrative Agreements.
Cai, Deborah A.; Wilson, Steven R.; Drake, Laura E.
Human Communication Research, v26 n4 p591-617 Oct 2000
Uses United States and international students in a study exploring culture's effect on behaviors and outcomes in intercultural negotiation. Supports a "culture in context" perspective of negotiation that takes into account negotiator qualities, contextual and structural features of the negotiation, and mediating processes in addition to cultural values. (SR)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A