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The dynamics of international business negotiations

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  • Phatak, Arvind V.
  • Habib, Mohammed M.

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  • Phatak, Arvind V. & Habib, Mohammed M., 1996. "The dynamics of international business negotiations," Business Horizons, Elsevier, vol. 39(3), pages 30-38.
    • Handle: RePEc:eee:bushor:v:39:y:1996:i:3:p:30-38
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    References listed on IDEAS

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    1. Stephen E. Weiss, 1993. "Analysis of Complex Negotiations in International Business: The RBC Perspective," Organization Science, INFORMS, vol. 4(2), pages 269-300, May.
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    Cited by:

    1. Petra Y. Barthelmess & Patricia Enzmann & Michael Settelen & Nicolas Schärmeli, 2018. "Navigating Ambiguity: Distributive and Integrative Negotiation Tactics in China," Central European Business Review, Prague University of Economics and Business, vol. 2018(2), pages 21-43.
    2. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
    3. Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.
    4. Luo, Yadong, 1999. "Toward a conceptual framework of international joint venture negotiations," Journal of International Management, Elsevier, vol. 5(2), pages 141-165.
    5. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    6. Richardson, Christopher & Rammal, Hussain Gulzar, 2018. "Religious belief and international business negotiations: Does faith influence negotiator behaviour?," International Business Review, Elsevier, vol. 27(2), pages 401-409.
    7. Fainshmidt, Stav & White, George O. & Cangioni, Carole, 2014. "Legal Distance, Cognitive Distance, and Conflict Resolution in International Business Intellectual Property Disputes," Journal of International Management, Elsevier, vol. 20(2), pages 188-200.
    8. Karsten Wenzlaff, 2008. "Youth, culture, negotiation and politics," Asia Europe Journal, Springer, vol. 5(4), pages 573-594, January.

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