519
Views
2
CrossRef citations to date
0
Altmetric
Original Articles

The Business of Business Negotiation: Intercultural Perspectives

&
Pages 153-190 | Published online: 18 May 2016

References

  • Acuff, F. L. (1990). Negotiation in the Pacific Rim. International Executive, 31, 20.
  • Acuff, F. L. (1993). How to negotiate anything with anyone, anywhere in the world. New York: American Management Association.
  • Adler, N. J. (1991). International dimensions of organizational behavior (2nd ed.). Boston: Kent.
  • Adler, N. J., Brahm, R., & Graham, J. L. (1992). Strategy implementation: A comparison of face-to-face negotiations in the People’s Republic of China and the United States. Strategic Management Journal, 13, 449–466.
  • Adler, N. J., Campbell, N., & Laurent, A. (1989). In search of appropriate methodology: From outside the People’s Republic of China looking in. Journal of International Business Studies, 20, 61–74.
  • Adler, N. J., & Graham, J. L. (1989). Cross-cultural interaction: The international comparison fallacy. Journal of International Business Studies, 20, 515–537.
  • Adler, N. J., Graham, J. L., & Gehrke, T. S. (1987). Business negotiations in Canada, Mexico, and the United States. Journal of Business Research, 15, 411–429.
  • Allen, M., Donohue, W., & Stewart, B. (1990). Comparing hardline and softline bargaining strategies in zero-sum situations using meta-analysis. In M. A. Rahim (Ed.), Theory and research in conflict management (pp. 86–103). New York: Praeger.
  • At-Twaijri, M. I. (1992). The negotiating style of Saudi industrial buyers: An empirical investigation. International Journal of Value Based Management, 5, 1–15.
  • Bacharach, S. B., & Lawler, E. J. (1981). Bargaining: Power, tactics, and outcomes. Greenwich, CT: JAI.
  • Bangert, D. C., & Pirzada, K. (1992). Culture and negotiation. International Executive, 34, 43–64.
  • Bazerman, M. H., Magliozzi, T., & Neale, M. A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294–313.
  • Bazerman, M. H., & Neale, M. A. (1992). Negotiating rationally. New York: Free Press.
  • Beliaev, E., Mullen, T., & Punnett, B. J. (1985). Understanding the cultural environment: USA-USSR trade negotiations. California Management Review, 27(2), 100–112.
  • Bell, D. V. J. (1988). Political linguistics and international negotiation. Negotiation Journal, 4, 233–246.
  • Ben-Yoav, O., & Pruitt, D. G. (1984). Resistance to yielding and the expectation of cooperative future interaction in negotiation. Journal of Experimental Social Psychology, 34, 323–335.
  • Berger, C. R., & Calabrese, R. J. (1975). Some explorations in initial interaction and beyond: Toward a developmental theory of interpersonal communication. Human Communication Research, 1, 99–112.
  • Blaker, M. (1977a). Japanese international negotiating style. New York: Columbia University Press.
  • Blaker, M. (1977b). Probe, push, and panic: The Japanese tactical style in international negotiations. In R. Scalapino (Ed.), The foreign policy of modern Japan (pp. 55–101). Berkeley: University of California Press.
  • Bochner, S., & Perks, R. W. (1971). National role evocation as a function of cross-cultural interaction. Journal of Cross-Cultural Psychology, 2, 157–164.
  • Bonham, G. M. (1993). Cognitive mapping as a technique for supporting international negotiation. Theory and Decision, 34, 255–273.
  • Burgoon, J., & Hale, J. (1988). Nonverbal expectancy violations. Communication Monographs, 55, 58–79.
  • Burt, D. N. (1984). The nuances of negotiating overseas. Journal of Purchasing and Materials Management, 20, 2–8.
  • Cahn, D. D. (1983). Relative importance of perceived understanding in initial interaction and development of interpersonal relationships. Psychological Reports, 52, 923–929.
  • Cai, D. A. (1994). Planning in negotiation: A comparison of U.S. and Taiwanese cultures. Unpublished doctoral dissertation, Michigan State University.
  • Cai, D. A., & Donohue, W. (in press). Determinants of facework in intercultural negotiation. Asian Journal of Communication.
  • Cai, D. A., Wilson, S. R., & Drake, L. E. (1996, June). Individualism/collectivism and joint gain: Illuminating the paths to integrative bargaining agreements. Paper presented at the annual meeting of the International Association for Conflict Management, Ithaca, NY.
  • Campbell, N. C. G., Graham, J. L., Jolibert, A., & Meissner, H. G. (1988). Marketing negotiations in France, Germany, the United Kingdom, and the United States. Journal of Marketing, 52, 44–62.
  • Casse, P., & Deol, S. (1985). Managing intercultural negotiation: Guidelines for trainers and negotiators. Washington, DC: Sietar International.
  • Chen, M. (1993). Understanding Chinese and Japanese negotiating styles. International Executive, 35, 147–159.
  • Chu, C. N. (1991). The Asian mind game. New York: Rawson.
  • Cialdini, R. B. (1993). Influence: Science and practice (3rd ed.). New York: HarperCollins.
  • Corne, R H. (1992). The complex art of negotiation between different cultures. Arbitration Journal, 47, 46–50.
  • Cronen, V., Chen, V., & Pearce, W. B. (1988). Coordinated management of meaning: A critical theory. In Y. Y. Kim & W. B. Gudykunst (Eds.), Theories in intercultural communication (pp. 66–98). Newbury Park, CA: Sage.
  • Davidson, W. H. (1987). Creating and managing joint ventures in China. California Management Review, 29(4), 77–94.
  • Davis, E. E., & Triandis, H. C. (1965). An exploratory study of intercultural negotiations (Tech. Rep. No. 26). Urbana, IL: Group Effectiveness Research Laboratory.
  • Delia, J. G., & Clark, R. A. (1977). Cognitive complexity, social perception, and the development of listener-adapted communication in six-, eight-, ten-, and twelve-year old boys. Communication Monographs, 44, 326–345.
  • Delia, J. G., Kline, S. L., & Burleson, B. R. (1979). The development of persuasive communication strategies in kindergarteners through twelfth-graders. Communication Monographs, 46, 241–256.
  • De Mente, B. L. (1981). The Japanese way of doing business: The psychology of management in Japan. Englewood Cliffs, NJ: Prentice Hall.
  • De Mente, B. L. (1987). How to do business with the Japanese. Lincolnwood, IL: NTC Business Books.
  • DePauw, J. W. (1981). U.S.-Chinese trade negotiations. New York: Praeger.
  • Deutsch, M. (1973). The resolution of conflict: Constructive and destructive processes. New Haven, CT: Yale University Press.
  • Dodd, C. H. (1991). Dynamics of intercultural communication (3rd ed.). Dubuque, IA: William C. Brown.
  • Donohue, C. D. (1992, May-June). Negotiating international joint ventures: A test of character. New Jersey Lawyer, pp. 26–29.
  • Donohue, W. A., & Ramesh, C. N. (1992). Negotiator-opponent relationships. In L. L. Putnam & M. E. Roloff (Eds.), Communication and negotiation (pp. 209–232). Newbury Park, CA: Sage.
  • Donohue, W. A., & Roberto, A. J. (1993). Relational development as negotiated order in hostage negotiation. Human Communication Research, 20, 175–198.
  • Downing, R. W. (1992). The continuing power of cultural tradition and socialist ideology: Cross-cultural negotiations involving Chinese, Korean, and American negotiators. Journal of Dispute Resolution, 1992, 105–132.
  • Drake, L. E. (1994). Negotiation styles in intercultural communication. International Journal of Conflict Management, 6, 72–90.
  • Drake, L. E. (1995). To err is human: Cultural orientation as a source of judgment errors and integrative processes in international negotiation. Unpublished doctoral dissertation, Michigan State University.
  • Eiteman, D. K. (1990). American executives’ perceptions of negotiating joint ventures with the People’s Republic of China: Lessons learned. Columbia Journal of World Business, 25, 59–67.
  • Elgstrom, O. (1990). Norms, culture, and cognitive patterns in foreign aid negotiations. Negotiation Journal, 6, 147–159.
  • Eliashberg, J., Gauvin, S., Lilien, G. L., & Rangaswamy, A. (1992). An experimental study of alternative preparation aids for international negotiations. Group Decision and Negotiation, 1, 243–267.
  • Fant, L. (1989). Cultural mismatch in conversation: Spanish and Scandinavian communicative behavior in negotiation settings. Hermes: Journal of Linguistics, 3, 247–265.
  • Fayerweather, J., & Kapoor, A. (1976). Strategy and negotiation for the international corporation. Cambridge, MA: Ballinger.
  • Fisher, R., Ury, W., & Patton, B. (1991). Getting to yes (2nd ed.). New York: Penguin.
  • Francis, J. N. P. (1991). When in Rome? The effects of cultural adaptation on intercultural business negotiations. Journal of International Business Studies, 22, 403–425.
  • Frank, S. (1992a). Avoiding the pitfalls of business abroad. Sales and Marketing Management, 144, 48–52.
  • Frank, S. (1992b). Global negotiating: Vive les differencesl Sales and Marketing Management, 144, 64–69.
  • Gallois, C., Franklyn-Stokes, A., Giles, H., & Coupland, N. (1988). Communication accommodation in intercultural encounters. In Y. Y. Kim & W. B. Gudykunst (Eds.), Theories in intercultural communication (pp. 157–185). Newbury Park, CA: Sage.
  • Geertz, C. (1973). The interpretation of cultures: Selected essays. New York: Basic Books.
  • Giles, H., Mulac, A., Bradac, J. J., & Johnson, P. (1987). Speech accommodation theory: The first decade and beyond. In M. L. McLaughlin (Ed.), Communication yearbook 10 (pp. 13–40). Newbury Park, CA: Sage.
  • Goldman, A. (1994). The centrality of “Ningensei” to Japanese negotiating and interpersonal relationships: Implications for U.S.-Japanese communication. International Journal of Intercultural Relations, 18, 29–40.
  • Graham, J. L. (1983). Brazilian, Japanese, and American business negotiations. Journal of International Business Studies, 14, 47–61.
  • Graham, J. L. (1985). Cross-cultural marketing negotiations: A laboratory experiment. Marketing Science, 4, 130–146.
  • Graham, J. L. (1993). The Japanese negotiation style: Characteristics of a distinct approach. Negotiation Journal, 9, 123–140.
  • Graham, J. L., & Andrews, D. (1987). Aholistic analysis of cross-cultural business negotiations. Journal of Business Communication, 24, 63–77.
  • Graham, J. L., Evenko, L. 1., & Rajan, M. N. (1992). An empirical comparison of Soviet and American business negotiations. Journal of International Business Studies, 23, 387–415.
  • Graham, J. L., & Gronhaug, K. (1989). Ned Hall didn’t have to get a haircut: Or why we haven’t learned much about international marketing in twenty-five years. Journal of Higher Education, 60, 152–187.
  • Graham, J. L., Kim, D. K., Lin, C., & Robinson, M. (1988). Buyer-seller negotiations around the Pacific Rim: Differences in fundamental exchange processes. Journal of Consumer Research, 15, 48–54.
  • Graham, J. L., Mintu, A. T., & Rodgers, W. (1994). Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States. Management Science, 40, 72–95.
  • Graham, J. L., & Sano, Y. (1989). Smart bargaining: Doing business with the Japanese. New York: Harper & Row.
  • Griffin, T. J., & Daggart, W. R. (1990). The global negotiator. New York: HarperCollins.
  • Grindsted, A. (1990). Argumentative exchange formats in Spanish and Danish negotiations. Merino, 8, 1–11.
  • Gudykunst, W. B., & Kim, Y. Y. (1992). Communicating with strangers (2nd ed.). New York: McGraw-Hill.
  • Gudykunst, W. B., & Nishida, T. (1984). Individual and cultural influences on uncertainty reduction. Communication Monographs, 51, 23–36.
  • Gudykunst, W. B., & Ting-Toomey, S. (1988). Culture and interpersonal communication. Newbury Park, CA: Sage.
  • Gulliver, P. (1979). Disputes and negotiations: A cross-cultural perspective. New York: Academic Press.
  • Haas, M. (1974). International conflict. New York: Bobbs-Merrill.
  • Habeeb, W. M. (1988). Power and tactics in international negotiation. Baltimore: Johns Hopkins University Press.
  • Hall, E. T. (1960). The silent language in overseas business. Harvard Business Review, 38(3), 1–3.
  • Hall, E. T. (1976). Beyond culture. Garden City, NY: Anchor/Doubleday.
  • Hammer, M. R. (in press). Negotiating across the cultural divide: Intercultural dynamics in crisis incidents. In R. G. Rogan, M. R. Hammer, & C. R. Van Zandt (Eds.), Dynamic processes of crisis negotiation: Theory, research and practice. Westport, CT: Praeger.
  • Hammer, M. R., Rogan, R. G., Van Zandt, C. R., & Laffon, A. (1993, November). Communication dynamics in a crisis situation: Negotiating the Talladega Prison take-over. Paper presented at the annual meeting of the Speech Communication Association, Miami, FL.
  • Harris, P. R., & Moran, R. T. (1991). Managing cultural differences: High-performance strategies for a new world of business. Houston, TX: Gulf.
  • Hendon, D. W., & Hendon, R. A. (1990). World-class negotiating. New York: John Wiley.
  • Hofstede, G. (1980). Culture’s consequences: International differences in work-related values. Beverly Hills, CA: Sage.
  • Holmes, M. E. (1992). Phase structures in negotiation. In L. L. Putnam & M. E. Roloff (Eds.), Communication and negotiation (pp. 83–108). Newbury Park, CA: Sage.
  • Holmes, M. E., & Fletcher-Bergland, T. S. (1995). Negotiations in crisis. In A. M. Nicotera (Ed.), Conflict and organizations: Communicative processes (pp. 239–258). Albany: State University of New York Press.
  • Hsu, F. L. K. (1981). Americans and Chinese. Honolulu: University of Hawaii Press.
  • Hu, W., & Grove, C. (1991). Encountering the Chinese: A guide for Americans. Yarmouth, ME: Intercultural Press.
  • Huang, Z. D. (1990). Negotiation in China: Cultural and practical characteristics. China Law Reporter, 6, 139–145.
  • Hui, C. H. (1988). Measurement of individualism-collectivism: A study of cross-cultural researchers. Journal of Cross-Cultural Psychology, 17, 225–248.
  • Husted, B. W. (1994). Bargaining with the gringos: An exploratory study of negotiations between Mexican and U.S. firms. International Executive, 36, 625–644.
  • Janosik, R. J. (1987). Rethinking the culture-negotiation link. Negotiation Journal, 3, 385–395.
  • Johnson, J. D., & Tims, A. R. (1985). Communication factors related to closer international ties. Human Communication Research, 12, 259–273.
  • Johnstone, B. (1989). Linguistic strategies and cultural styles for persuasive discourse. In S. Ting-Toomey & F. Korzenny (Eds.), Language, communication, and culture (pp. 139–156). Newbury Park, CA: Sage.
  • Jonsson, C. (1990). Communication in international bargaining. New York: St. Martin’s.
  • Kagan, S., Knight, G. P., & Martinez-Romero, S. (1982). Culture and the development of conflict resolution style. Journal of Cross-Cultural Psychology, 13, 43–58.
  • Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263–291.
  • Kale, S. H., & Barnes, J. W. (1992). Understanding the domain of cross-national buyer-seller interactions. Journal of International Business Studies, 23, 101–132.
  • Kelley, H. H., & Stahelski, A. J. (1970). Social interaction basis of cooperators’ and competitors’ beliefs about others. Journal of Personality and Social Psychology, 16, 66–91.
  • Kennedy, G. (1985a). Doing business abroad. New York: Simon & Schuster.
  • Kennedy, G. (1985b). Negotiate anywherel London: Business Books.
  • Kim, Y. Y., & Rubin, B. D. (1988). Intercultural transformation: A systems theory. In Y. Y. Kim & W. B. Gudykunst (Eds.), Theories in intercultural communication (pp. 299–321). Newbury Park, CA: Sage.
  • Kirkbride, P. S., Tang, S. F. Y., & Westwood, R. I. (1991). Chinese conflict preference and negotiating behavior: Cultural and psychological influences. Organization Studies, 12, 365–386.
  • Klein, J., & Bachechi, C. (1994). Precontractual liability and the duty of good faith negotiation in international transactions. Houston Journal of International Law, 17, 1–25.
  • Kressel, K., & Pruitt, D. G. (Eds.). (1989). Mediation research. San Francisco: Jossey-Bass.
  • Lax, D., & Sibenius, J. (1986). The manager as negotiator. New York: Free Press.
  • Lee, H. O., & Rogan, R. G. (1991). A cross-cultural comparison of organizational conflict management behavior. International Journal of Conflict Management, 2, 181–199.
  • Lee, K. H., & Lo, T. W. C. (1988). American businesspeople’s perceptions of marketing and negotiating in the People’s Republic of China. International Marketing Review, 5(2), 41–51.
  • Le Poole, S. (1989, October). Negotiating with Clint Eastwood in Brussels. Management Review, 78, 58–60.
  • Limaye, M. R., & Victor, D. A. (1991). Cross-cultural business communication research: State of the art and hypotheses for the 1990’s. Journal of Business Communication, 28, 277–299.
  • Littlejohn, S. W. (1996). Theories of human communication (5th ed.). New York: Wadsworth.
  • Macleod, R. (1988). China, Inc.: How to do business with the Chinese. New York: Bantam.
  • March, R. (1985, April). East meets West at the negotiating table. Winds, pp. 55–57.
  • March, R. (1988). The Japanese negotiator: Subtlety and strategy beyond Western logic. New York: Kodansha.
  • Marriott, H. E. (1995). “Deviations” in an intercultural business negotiation. In A. Firth (Ed.), The discourse of negotiation: Studies of language in the workplace (pp. 247–268). London: Pergamon.
  • McCall, J. B., & Warrington, M. B. (1984). Marketing by agreement: A cross-cultural approach to business negotiation. Chichester, England: John Wiley.
  • McGinn, N. F., Harburg, E., & Ginsburg, G. P. (1965). Responses to interpersonal conflict by middle-class males in Guadalajara and Michigan. American Anthropologist, 67, 1483–1494.
  • Moran, R. T., & Stripp, W. G. (1991). Dynamics of successful international business negotiations. Houston, TX: Gulf.
  • Northrop, F. S. C. (1953). The meeting of East and West. New York: Macmillan.
  • Ohbuchi, K. I., & Takahashi, Y. (1994). Cultural styles of conflict management in Japanese and Americans: Passivity, covertness, and effectiveness of strategies. Journal of Applied Social Psychology, 24, 1345–1366.
  • Porat, A.M. (1970). Cross-cultural differences in resolving union-management conflicts through negotiations. Journal of Applied Psychology, 54, 441–451.
  • Prosser, M. H. (1977). Intercultural communication theory and research: An overview of major constructs. InB. D. Ruben (Ed.), Communication yearbook 2 (pp. 235–343). New Brunswick, NJ: Transaction.
  • Pruitt, D. G. (1981). Negotiation behavior. New York: Academic Press.
  • Pruitt, D. G. (1983). Achieving integrative agreements. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 35–50). Beverly Hills, CA: Sage.
  • Pruitt, D. G., & Carnevale, P. J. (1993). Negotiation in social conflict. Pacific Grove, CA: Brooks/Cole.
  • Pruitt, D. G., & Kimmel, M. J. (1977). Twenty years of experimental gaming: Critique, synthesis, and suggestions for the future. Annual Review of Psychology, 28, 363–392.
  • Putnam, L. L., & Jones, T. S. (1982). Reciprocity in negotiations: An analysis of bargaining interaction. Communication Monographs, 49, 277–297.
  • Putnam, L. L., & Wilson, S. R. (1989). Argumentation and bargaining strategies as discriminators of integrative outcomes. In M. A. Rahim (Ed.), Managing conflict: An interdisciplinary approach (pp. 121–141). New York: Praeger.
  • Pye, L. W. (1982). Chinese commercial negotiating style. Santa Monica, CA: RAND Corporation.
  • Pye, L. W. (1992). The Chinese approach to negotiating. International Executive, 34, 463–468.
  • Rajan, M. N., & Graham, J. L. (1991). Nobody’s grandfather was a merchant: Understanding the Soviet commercial negotiation process and style. California Management Review, 33(3), 5–12.
  • Reardon, K. K., & Spekman, R. E. (1994). Starting out right: Negotiation lessons for domestic and cross-cultural business alliances. Business Horizons, 37, 71–79.
  • Roberts, K. H. (1970). On looking at an elephant: An evaluation of cross-cultural research related to organizations. Psychological Bulletin, 74, 327–350.
  • Roloff, M. E., & Campion, D. E. (1987). On alleviating the debilitating effects of accountability on bargaining: Authority and self-monitoring. Communication Monographs, 54, 145–164.
  • Roloff, M. E., & Jordan, J. M. (1992). Achieving negotiation goals: The “fruits and foibles” of planning ahead. In L. L. Putnam & M. E. Roloff (Eds.), Communication and negotiation (pp. 21–45). Newbury Park, CA: Sage.
  • Rubin, J. Z., & Sander, F. E. A. (1991). Culture, negotiation, and the eye of the beholder. Negotiation Journal, 7, 249–253.
  • Salacuse, J. W. (1988). Making deals in strange places: A beginner’s guide to international business negotiations. Negotiation Journal, 4, 5–13.
  • Salacuse, J. W. (1991). Making global deals. Boston: Houghton Mifflin.
  • Samovar, L. A., Porter, R. E., & Jain, N. C. (1981). Understanding intercultural communication. Belmont, CA: Wadsworth.
  • Sawyer, J., & Guetzkow, H. (1965). Bargaining and negotiation in international relations. In H. Kelman (Ed.), International behavior (pp. 464–520). New York: Holt, Rinehart & Winston.
  • Schwartz, S. L. (1993). International computer technology transactions: Fundamental principles in negotiation and conflict management. Michigan Bar Journal, 72, 1282–1287.
  • Scott, D., & Renault, O. (1995). Advice for the PRC joint venturer. Asialaw, 7, 24–27.
  • Shenkar, O., & Ronen, S. (1987). The cultural context of negotiations: The implications of Chinese interpersonal norms. Journal of Applied Behavioral Science, 23, 263–275.
  • Sheth, J. (1983). Cross cultural influences on buyer-seller interaction/negotiation. Asia Pacific Journal of Management, 1, 46–55.
  • Solomon, R. H. (1985). Chinese political negotiating behavior. Santa Monica, CA: RAND Corporation.
  • Solomon, R. H. (1987). China: Friendship and obligation in Chinese negotiating style. In H. Binnendijk (Ed.), National negotiating styles (pp. 1–16). Washington, DC: U.S. State Department.
  • Stewart, S., & Keown, C. F. (1989). Talking with the dragon: Negotiating in the People’s Republic of China. Columbia Journal of World Business, 24, 68–72.
  • Svenkerud, P. J. (1993, April). Spiral and linear logic of argument: The road not taken. Paper presented at the annual meeting of the Central States Communication Association, Lexington, KY.
  • Thibaut, J. W., & Kelley, H. H. (1959). The social psychology of groups. New York: John Wiley.
  • Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 51, 176–197.
  • Ting-Toomey, S. (1988). Intercultural conflict styles: A face negotiation theory. In Y. Y. Kim & W. B. Gudykunst (Eds.), Theories in intercultural communication (pp. 213–235). Newbury Park, CA: Sage.
  • Ting-Toomey, S., Gao, G., Trubisky, P., Yang, Z., Kim, H. S., Lin, S. L., & Nishida, T. (1991). Culture, face maintenance, and styles of handling interpersonal conflict: A study in five cultures. International Journal of Conflict Management, 2, 275–296.
  • Triandis, H. C., Bontempo, R., Villareal, M. J., Asai, M., & Lucca, N. (1988). Individualism-collectivism: Cross-cultural perspectives on self-ingroup relationships. Journal of Personality and Social Psychology, 54, 323–338.
  • Trompenaars, F. (1993). Riding the waves of culture. London: Economist Books.
  • Tung, R. L. (1982). U.S.-China trade negotiations: Practices, procedures, and outcomes. Journal of International Business Studies, 13, 25–37.
  • Tung, R. L. (1984a). Business negotiations with the Japanese. Lexington, MA: Lexington.
  • Tung, R. L. (1984b). How to negotiate with the Japanese. California Management Review, 26(4), 62–77.
  • Tung, R. L. (1991, Winter). Handshakes across the sea: Cross-cultural negotiating for business success. Organizational Dynamics, 19, 30–40.
  • Van Zandt, H. F. (1970). How to negotiate in Japan. Harvard Business Review, 49(2), 45–56.
  • Walker, G. (1990). Cross-cultural argument in international negotiation: Values and reasoning at the Law of the Sea Conference. In F. H. Van Eemeren, R. Grootendorst, J. A. Blair, & C. A. Willard (Eds.), Proceedings of the Second International Conference on Argumentation (pp. 734–745). Amsterdam: SICSAT.
  • Walters, R. J. (1991). “Now that I ate the sushi, do we have a deal?”: The lawyer as negotiator in Japanese-U.S. business transactions. Northwestern Journal of International Law and Business, 12, 335–356.
  • Walton, R. E., & McKersie, R. B. (1965). A behavioral theory of labor negotiations: An analysis of a social interaction system. New York: McGraw-Hill.
  • Ways, M. (1979, January 15). The virtues, dangers, and limits of negotiation. Fortune, pp. 86–90.
  • Weaver, G. R. (in press). Psychological and cultural dimensions of hostage negotiation. In R. G. Rogan, M. R. Hammer, & C. R. Van Zandt (Eds.), Dynamic processes of crisis negotiation: Theory, research and practice. Westport, CT: Praeger.
  • Weiss, S. E. (1993). Analysis of complex negotiations in international business: The RBC perspective. Organization Science, 4, 269–300.
  • Weiss, S. E. (1994a). Negotiating with “Romans”: Part I. Sloan Management Review, 35(2), 51–61.
  • Weiss, S. E. (1994b). Negotiating with “Romans”: Part II. Sloan Management Review, 35(3), 85–99.
  • Weiss, S. E. (1996). International negotiations: Bricks, mortar, and prospects. In B. J. Punnett & O. Shenkar (Eds.), Handbook for international management research (pp. 209–265). Cambridge, MA: Basil Blackwell.
  • Wilhelm, A. D., Jr. (1994). The Chinese at the negotiating table: Style and characteristics. Washington, DC: National Defense University Press.
  • Wilson, S. R., Cai, D. A., Campbell, D., Donohue, W., & Drake, L. (1995). Culture and communication processes in intercultural business negotiations. In A. M. Nicotera (Ed.), Conflict and organizations: Communicative processes (pp. 201–237). New York: State University of New York Press.
  • Wilson, S. R., Cai, D. A., & Drake, L. (1995). Culture in context: Individualism/collectivism, negotiator role, framing, and integrative bargaining outcomes. Paper presented at the annual meeting of the Academy of Management, Vancouver.
  • Wolfson, K. & Norden, M. F. (1984). Measuring responses to filmed interpersonal conflict: A rules approach. In W. B. Gudykunst & Y. Y. Kim (Eds.), Methods for intercultural research (pp. 155–166). Beverly Hills, CA: Sage.
  • Wood, J. T. (1997). Communication theories in action: An introduction. Belmont, CA: Wadsworth.
  • Wright, P. (1981). Doing business in Islamic markets. Harvard Business Review, 59(3), 34–40.
  • Zhang, D., & Kuroda, K. (1989). Beware of Japanese negotiation style: How to negotiate with Japanese companies. Northwestern Journal of International Law and Business, 10, 195–215.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.