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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 09.07.2014, 12:34 by Ursula Ott
This 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 Negotiation

Volume

16

Issue

3

Pages

427 - 450

Citation

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 - 450

Publisher

© Koninklijke Brill NV

Version

VoR (Version of Record)

Publication date

2011

Notes

This article is closed access.

ISSN

1382-340X

eISSN

1571-8069

Language

en