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- W1992605869 abstract "This study examines the nature of negotiations between Mexican and U.S. business people. It was learned that U.S. negotiators tend to be more structured, less flexible, more direct, more focused on the specific terms of the agreement, and possibly more assertive than their Mexican counterparts. Factor analysis revealed five factors related to the success of negotiations between Mexican and U.S. business people: attributes of communication, knowledge, good faith in arranging countertrades, delivery requirements, and personal relationships. Communication problems appear to have a more important impact on successful negotiations than do the technical or financial aspects of the negotiation. Contexting and reciprocity are related themes that need to be given more attention if negotiations between Mexican and US. business people are to improve. © 1995 John Wiley & Sons, Inc." @default.
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- W1992605869 date "1994-09-01" @default.
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- W1992605869 title "Bargaining with the gringos: An exploratory study of negotiations between Mexican and U.S. firms" @default.
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- W1992605869 doi "https://doi.org/10.1002/tie.5060360507" @default.
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