...Jamal A. Al‐Khatib; Avinash Malshe; John J. Sailors; Irvin Clark, III Purpose The purpose of this paper is to compare the antecedents of opportunism and its effect on unethical negotiation tactics among US and Belgian managers. Design/methodology/approach Samples of managers in both countries...

..., IT, medical services, and education services), reported that some categories of customer may have the power to negotiate prices and enforce their will. In their study of the market structure and pricing information, Avlonitis and Indounas (2004; cited in Avlonitis and Indounas, 2006) reported...

...T.K.P. Leung; Ricky Yee‐kwong Chan This study is an initial attempt to look at the relationships among “inducement factors”, “face work” and “favour” from a Hong Kong‐China intra‐cultural negotiation environment. The model in this paper was modified from Hwang's paper on the same subject that has...

...E. Alan Buttery; T.K.P. Leung Guanxi is the foundation of Chinese business negotiations. The paper explains the meaning of Guanxi and uses it to differentiate between the characteristics of Chinese and Western negotiations in the marketing context. Guanxi...

...Alma Mintu‐Wimsatt; Jule B. Gassenheimer Describes an investigation into the individual, organization, and demographic‐related ante‐cedents to industrial negotiation encounters in two culturally diverse countries. Focuses in particular on antecedent factors that influence sellers’ co‐operative...