Distributive and Integrative Negotiation Strategies in Cross-Cultural Contexts
Author: Sara Benetti, Enrique Ogliastri, Andrea Caputo
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Document Details
Title: Distributive and Integrative Negotiation Strategies in Cross-Cultural Contexts
Author: Sara Benetti, Enrique Ogliastri, Andrea Caputo
Description: A 24-page open-access research article from the Journal of Management and Organization comparing negotiation behaviors in the USA and Italy. Identifies three prototypes (distributive, emotional integrative, impersonal integrative) using latent class analysis on 214 cases.
Pages: 24
Size: 0.41 MB
Format: PDF
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