ERIC Number: EJ629279
Record Type: Journal
Publication Date: 2001
Reference Count: N/A
The Culture-Negotiation Link: Integrative and Distributive Bargaining through an Intercultural Communication Lens.
Drake, Laura E.
Human Communication Research, v27 n3 p317-49 Jul 2001
Investigates the impact of culture on negotiator behavior from two perspectives, culture as shared values and culture in context. Notes that the study recruited International and U.S. graduate students for an "international relations" study. Analyzes mixed-culture dyads rather than comparing negotiation practices in various countries. Suggests that role requirements influence negotiators more heavily than culture. (SG)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A