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The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations
journal contribution
posted on 2014-07-09, 12:34 authored by Ursula OttThis article uses an intercultural bargaining framework to analyze cooperation and conflict between buyers and sellers in intercultural negotiations. On the basis of game theoretical reasoning, culturally embedded bargaining patterns are transformed into culturally determined strategies in intercultural negotiations. The cultural differences of the players can be seen in the initial offer, the strategic approach, the valuation of time, the frequency of rejection and the objectives of the negotiation. In order to provide prescriptions for cross-cultural bargaining, the clash of cultures is dealt with in nine scenarios to show potential conflicts and cooperation between the players. © Koninklijke Brill NV, Leiden, 2011.
History
School
- Business and Economics
Department
- Business
Published in
International NegotiationVolume
16Issue
3Pages
427 - 450Citation
OTT, U.F., 2011. The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations. International Negotiation, 16 (3), pp. 427 - 450Publisher
© Koninklijke Brill NVVersion
- VoR (Version of Record)
Publication date
2011Notes
This article is closed access.ISSN
1382-340XeISSN
1571-8069Publisher version
Language
- en