...Candy P.S. Fong Purpose – The purpose of this paper is to examine how consumers set bargaining goal when they negotiate price of relatively less expensive shopping products with salesperson. The impact of bargaining goal on bargaining outcomes is also discussed. Design/methodology/approach...

...Donald W. Hendon Considers how non‐Thais can negotiate successfully withe business and government executives in Thailand. Gives an overview of Thailand’s geography, climate, population, religion and business practice. Discusses important aspects of the social‐cultural environment that have...