..., hypothesis‐driven exploration of particular VER mechanisms supports the authors’ call for a dual, actor‐driven and multi‐disciplinary VER research approach. It holds promise for the potential avenues for related research. Automotive industry European Union Imports Japan Negotiating Exports...

...William A. Cohen Investigation into negotiation has shown that there is a correlation between high expectations and the results attained: “the higher the expectations, the better the results”. This study investigates other effects of expectations on results including the influence of equally high...

...Campbell Fraser; Anna Zarkada‐Fraser Presents a comparison of approaches to negotiation and level of cultural awareness of international business managers in Russia, Greece and the UK. Demonstrates that although managers in the three countries are distinctly different in their demographic...

... in Europe or North America. There are also differences in patterns of consumer behaviour in Japan compared to Europe. Japan’s Ministry of International Trade and Industry also plays a more active role in the business environment. Also examines the problems involved with negotiating with the Japanese...

...Hong Seng Woo; Celine Prud’homme This paper examines the prevalent characteristics inherent in negotiating with individuals and organisations in China. A successful negotiation with Chinese needs to be conducted in a way that is acceptable to the Chinese. Supported by literature, six cases are used...

...José Garson; Jenny Quillien Views Game Theory, as a long‐time companion model and guide for the exploration of negotiations, as having not only reached its limits but,perhaps, as having become counter‐productive in the search for greater understanding and skill. Suggests that a more powerful...

... and study;following these will greatly enhance the probability of entrepreneurial success in business in eastern Europe. © MCB UP Limited 1991 Entrepreneurship Eastern Europe Small firms Negotiating EUROPEAN BUSINESS REVIEW AN ENTREPRENEUR'S GUIDE TO EASTERN EUROPE John T. Por and Jerry S...