...Rene Schalk; Dr Petru L. Curseu; Andrea Graf; Sabine T. Koeszegi; Eva‐Maria Pesendorfer Purpose Intercultural interfirm relationships have become a new challenge for international management. The purpose of this paper is to explore differences in computer‐mediated negotiation behavior between...

... Negotiating Integration Handling conflicts constructively is one of the greatest challenges in the modern world. Despite maturing societies, growth in scientific knowledge, and a more educated population, we still face damaging conflicts. Conflicts escalate, we reach impasses, and we hurt each other...

...Sabine T. Koeszegi One challenge for multinational organizations is to manage inter‐organizational relationships with customers, collaborators, competitors, governments and other important stakeholder organizations. Negotiations can be seen as a process to manage interdependence and conflicts...

...Xinping Shi; Philip C. Wright Reports on the development and the validation of a measurement scale of International Business Negotiators (IBNs), derived from the literature and confirmed byself‐perceptions of Chinese business negotiators. Following a qualitative approach, the authors analyzed...

...) developing predeparture training for Western managers anticipating long– or short‐term assignments with Japanese associates. Recommends a Z‐Communication hybrid as a means whereby seemingly dichotomous Western and Japanese communication codes presented in the briefing may be converged and negotiated...

...Om P. Kharbanda; Ernest A. Stallworthy We are negotiating all the time: with customers, suppliers, trade unions, our family ‐ indeed, all with whom we come into contact. In business, in particular, negotiation needs management. There are said to be eight stages in negotiation: prepare, argue...

...Fredric William Swierczek The characteristics of cross‐cultural negotiation in the Asian context are reviewed. Findings are presented concerning an exercise in negotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank...