Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions
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DOI: 10.1016/j.jbusres.2015.06.051
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References listed on IDEAS
- Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
- Nema Dean & Adrian Raftery, 2010. "Latent class analysis variable selection," Annals of the Institute of Statistical Mathematics, Springer;The Institute of Statistical Mathematics, vol. 62(1), pages 11-35, February.
- Daniel Druckman & Mara Olekalns, 2008. "Emotions in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 1-11, January.
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Cited by:
- Enrique Ogliastri Uribe & Maria Isabel Rendón & Sébastien Michel Fosse, 2018. "French negotiation style: A qualitative approach [Negociación a la francesa: un enfoque cualitativo]," Post-Print hal-04739447, HAL.
- Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
- Julian Andrés Diaz Tautiva & Felipe Ignacio Rifo Rivera & Sebastian Andrés Barros Celume & Sergio Andrés Rifo Rivera, 2024. "Mapping the research about organisations in the latin american context: a bibliometric analysis," Management Review Quarterly, Springer, vol. 74(1), pages 121-169, February.
- Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii, 2018. "The moderating role of cultural intelligence in the relationship between cultural orientations and conflict management styles," Journal of Business Research, Elsevier, vol. 89(C), pages 10-20.
- Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
- Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
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Keywords
Negotiation prototypes; Latent class analysis; Costa Rica; Latin America; Cross-cultural negotiations;All these keywords.
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