International business: Raising cultural awareness in global negotiating
نویسندگان
چکیده
منابع مشابه
Cultural stereotyping in international business relationships
The role of culture in the development of international buyer/seller relationships has attracted the attention of academics and practitioners in marketing and management (for example, Adler 1997; Dabholkar, Johnston & Cathey 1994; Hofstede 1994; Soutar, Grainger & Hedges 1999). This paper examines the role of national culture and stereotyping in the development of a potential buyer/seller relat...
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Negotiations proceed differently across cultures. For realistic modeling of agents in multicultural negotiations, the agents must display culturally differentiated behavior. This paper presents an agent-based simulation model that tackles these challenges, based on Hofstede’s model of national cultures. The context is a trade network for goods with a hidden quality attribute. The negotiation mo...
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ژورنال
عنوان ژورنال: The European Journal of Applied Economics
سال: 2015
ISSN: 2406-2588
DOI: 10.5937/ejae12-8155