...Zhenzhong Ma; Alfred M. Jaeger Purpose The purpose of this paper is to investigate the role of assertiveness in determining negotiation outcomes in two different cultures and thus to help understand the cultural differences in the relationship between assertiveness and negotiation outcomes...

.../approach The hypothetical case study requires students to participate in a complex international business negotiation while treating cross‐cultural issues. Two profiled hypothetical companies are negotiating to transport product from Japan to the USA. Negotiation issues are identified and national...

...Yunxia Zhu; Bernard McKenna; Zhu Sun Purpose Negotiating with the Chinese is an important topic in international business and cross‐cultural management since China is playing an increasingly active role in doing business with the western countries. The purpose of this paper is to study initial...

...Paul Herbig; Drew Martin Talks about the cultural aspects of negotiating in China and compares this with Western approaches. Focuses on cultural factors (and the dominant role of Confucianism), followed by steps in the negotiating process. Explains Confucian ethics and how that translates...