International Marketing Review, Volume 20, Number 3, 2003, International business negotiations

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The Art of Negotiation - Maria Ploumaki - [email protected]

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Please note that corrections may take a couple of weeks to filter through the various RePEc services. Economic literature: papers , articles , software , chapters , books. The processes of business negotiations in three countries, the United States, Japan, and Brazil, are composed and contrasted.

Three dyads from each country were videotaped during a buyer-seller negotiation simulation. Both verbal behaviors and nonverbal behaviors were observed and recorded. San Francisco: Jossey-Bass, pp. Kramer and T. Thousand Oaks, CA: Sage, pp. Low, M. Birley and I. Macmillan eds. Luhmann, N.

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