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Explaining and Predicting Cultural Differences in Negotiation


Explaining and Predicting Cultural Differences in Negotiation

Abstract: 

We know that people from different cultures bargain differently, but what is it about culture that determines how negotiations unfold?  Michele Gelfand, Laura Severance, C. Ashley Fulmer, and May Al Dabbagh demonstrate how the cultural context of the negotiation and the culture of the negotiators affect the interaction.  This work identifies a number of future directions necessary in order to enhance our understanding of bargaining across cultures.

Publication Information

Full Citation: 

Gelfand, Michele J, and Laura Severance, C. Ashley Fulmer, May Al Dabbagh. 2012. "Explaining and Predicting Cultural Differences in Negotiation." In The Oxford Handbook of Economic and Conflict Resolution, eds. G. Bolton and R. Croson. New York, NY: Oxford University Press, 332-356.

START Author(s): 
Michele Gelfand
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