...Tracy Harwood Despite a multitude of papers on selling and even negotiation, there has been very limited investigation of what leads to successful negotiation. This paper begins to tackle that shortfall and outlines the findings of exploratory research into negotiation styles of customer‐supplier...

...Paul A. Herbig; Hugh E. Kramer Examines the relationship and importance of cross‐cultural negotiations to successful international marketing activities. Provides examples of differing cross‐cultural behaviour, and its potential impact on multinational (multi‐cultural) negotiations and hence...