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• W1981983085 abstract "Abstract This article uses an intercultural bargaining framework to analyze cooperation and conflict between buyers and sellers in intercultural negotiations. On the basis of game theoretical reasoning, culturally embedded bargaining patterns are transformed into culturally determined strategies in intercultural negotiations. The cultural differences of the players can be seen in the initial offer, the strategic approach, the valuation of time, the frequency of rejection and the objectives of the negotiation. In order to provide prescriptions for cross-cultural bargaining, the clash of cultures is dealt with in nine scenarios to show potential conflicts and cooperation between the players." @default.
• W1981983085 created "2016-06-24" @default.
• W1981983085 creator A5040536856 @default.
• W1981983085 date "2011-01-01" @default.
• W1981983085 modified "2023-10-18" @default.
• W1981983085 title "The Influence of Cultural Activity Types on Buyer-Seller Negotiations: A Game Theoretical Framework for Intercultural Negotiations" @default.
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• W1981983085 doi "https://doi.org/10.1163/157180611x592941" @default.
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