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Preferences for styles of negotiation: A comparison of Brazil and the U.S. · Study

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ArticlePreferences for styles of negotiation: A comparison of Brazil and the U.S.

Virginia M.S. Pearson1998

Article1998

Preferences for styles of negotiation: A comparison of Brazil and the U.S.

Virginia M.S. Pearson · Walter G. Stephan

157 citations·0/0 files stored·International Journal of Intercultural Relations

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Conflict Management and Negotiation Social and Intergroup Psychology Cultural Differences and Values

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References

1981Culture's Consequences: International Differences in Work-Related Values 1983Culture's Consequences: International Differences in Work-Related Values.1988Individualism and collectivism: Cross-cultural perspectives on self-ingroup relationships.2015Culture and Social Behavior 1990Multimethod probes of individualism and collectivism.1994Negotiation in social conflict 1986Individualism-Collectivism 1990Cross-cultural studies of individualism and collectivism.

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2005The Intercultural Conflict Style Inventory: A conceptual framework and measure of intercultural conflict resolution approaches 2003International business negotiations 2017Beyond East and West: Cognitive Style in Latin America 2008Brazilian Culture, Family, and its Ethnic-Cultural Variety 2010Conflict Resolution in Mexican‐Origin Couples: Culture, Gender, and Marital Quality 2010Cross‐National Comparisons of Complex Problem‐Solving Strategies in Two Microworlds

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Details

Year1998

Typearticle

Published1998-02-01

VenueInternational Journal of Intercultural Relations

ISSN-L0147-1767

Languageen

Citations157

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1016/s0147-1767(97)00036-9

openalex_workW2045393597

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2018Aligning purchasing portfolio management with sourcing negotiation styles

2020Introduction and Theoretical Framework