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- W1993024932 abstract "Based on predictions of the Dual Concern Model on negotiator mixed-motives, this study empirically examines the effects of accountability and performance evaluation scheme on transfer pricing negotiation behaviour and outcomes. In a two-party face-to-face negotiation task, 240 American and 160 Australian subjects negotiated significantly higher joint profits and less differences between final offers (DBFO) under high accountability and firm-based performance evaluation. Consistent with goal-setting literature, Australian negotiators who set higher profit goals achieved lower joint profits than U.S. negotiators. Further investigation reveals significant accountability and culture interactions such that, from low to high accountability, Australian subjects achieved a substantial increase (decrease) in joint profits (DBFO) and their American counterparts negotiated significantly lower joint profits. Consistent with Hofstede's long-term versus short-term time orientation cultural dimension, American subjects took high accountability as an implicit signal to aim for better individual outcomes, while Australian subjects interpreted their responsibility to superiors as an impetus to seek more integrative outcomes." @default.
- W1993024932 created "2016-06-24" @default.
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- W1993024932 date "1998-06-01" @default.
- W1993024932 modified "2023-09-23" @default.
- W1993024932 title "Transfer pricing negotiation outcomes and the impact of negotiator mixed-motives and culture: empirical evidence from the U.S. and Australia" @default.
- W1993024932 doi "https://doi.org/10.1006/mare.1998.0072" @default.
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