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Preferences for styles of negotiation: A comparison of Brazil and the U.S.
16 references·8 citing·35 second hop
Preferences for styles of negotiation: A comparison of Brazil and the U.S. (1998)Preferences for styles of negotiation: A …Culture and Social Behavior (2015)Culture and Social BehaviorNegotiation in social conflict (1994)Negotiation in social conflictThe influence of individualism-collectivism and self-monitoring on conflict styles (1991)The influence of individualis…REWARD ALLOCATIONS IN THE UNITED STATES, JAPAN, AND KOREA: A COMPARISON OF INDIVIDUALISTIC AND COLLECTIVISTIC CULTURES. (1990)REWARD ALLOCATIONS IN THE UNI…Multimethod probes of individualism and collectivism. (1990)Multimethod probes of individ…Cross-cultural studies of individualism and collectivism. (1990)Cross-cultural studies of ind…Collectivism-individualism in everyday social life: The middle kingdom and the melting pot. (1989)Collectivism-individualism in…Theories in Intercultural Communication. (1988)Theories in Intercultural Com…Some Determinants of Conflict Avoidance (1988)Some Determinants of Conflict…Individualism and collectivism: Cross-cultural perspectives on self-ingroup relationships. (1988)Individualism and collectivis…Some determinants of reactions to procedural models for conflict resolution: A cross-national study. (1987)Some determinants of reaction…Individualism-Collectivism (1986)Individualism-CollectivismThe impact of cultural collectivism on reward allocation. (1984)The impact of cultural collec…Culture's Consequences: International Differences in Work-Related Values. (1983)Culture's Consequences: Inter…How Does Cultural Collectivism Operate? (1982)How Does Cultural Collectivis…Culture's Consequences: International Differences in Work-Related Values (1981)Culture's Consequences: Inter…Introduction and Theoretical Framework (2020)Introduction and Theoretical …Aligning purchasing portfolio management with sourcing negotiation styles (2018)Aligning purchasing portfolio…Beyond East and West: Cognitive Style in Latin America (2017)Beyond East and West: Cogniti…Cross‐National Comparisons of Complex Problem‐Solving Strategies in Two Microworlds (2010)Cross‐National Comparisons of…Conflict Resolution in Mexican‐Origin Couples: Culture, Gender, and Marital Quality (2010)Conflict Resolution in Mexica…Brazilian Culture, Family, and its Ethnic-Cultural Variety (2008)Brazilian Culture, Family, an…The Intercultural Conflict Style Inventory: A conceptual framework and measure of intercultural conflict resolution approaches (2005)The Intercultural Conflict St…International business negotiations (2003)International business negoti…Inequity In Social Exchange (1965)Design and Analysis: A Researcher's Handbook (1975)Allocentric versus idiocentric tendencies: Convergent and discriminant validation (1985)CURRENT RESEARCH IN SOCIAL PSYCHOLOGY (1996)When Brokers May Not Work: The Cultural Contingency of Social Capital in Chinese High-tech Firms (2007)Variations in Value Orientations. (1961)Toward a universal psychological structure of human values. (1987)The Social Self: On Being the Same and Different at the Same Time (1991)A Collective Self-Esteem Scale: Self-Evaluation of One's Social Identity (1992)An Organizing Framework for Collective Identity: Articulation and Significance of Multidimensionality. (2004)The nature of human values (1973)Individualism-Collectivism (1990)Individualism-Collectivism (1996)Where (Who) Are Collectives in Collectivism? Toward Conceptual Clarification of Individualism and Collectivism. (2007)Modern factor analysis (1960)Self-monitoring of expressive behavior. (1974)Translation and content analysis of oral and written materials (1980)Who is this "We"? Levels of collective identity and self representations. (1996)Converging measurement of horizontal and vertical individualism and collectivism. (1998)Conflict and Its Management (1995)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)The Interpersonal Effects of Anger and Happiness in Negotiations. (2004)The Clash of Civilizations? (1993)The Clash of Civilizations? (2000)Language and Culture (2014)INTERGROUP CONTACT THEORY (1998)Incivility in the workplace: Incidence and impact. (2001)Cultural Intelligence: Its Measurement and Effects on Cultural Judgment and Decision Making, Cultural Adaptation and Task Performance (2007)Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries (1992)Affective, Continuance, and Normative Commitment to the Organization: A Meta-analysis of Antecedents, Correlates, and Consequences (2002)The weirdest people in the world? (2010)Culture and conformity: A meta-analysis of studies using Asch's (1952b, 1956) line judgment task. (1996)Facework competence in intercultural conflict: an updated face-negotiation theory (1998)How Can Cooperation Be Fostered? The Cultural Effects of Individualism-Collectivism (1998)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)
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References

  • 1981Culture's Consequences: International Differences in Work-Related Values20,532 cited
  • 1983Culture's Consequences: International Differences in Work-Related Values.15,062 cited
  • 1988Individualism and collectivism: Cross-cultural perspectives on self-ingroup relationships.2,975 cited
  • 2015Culture and Social Behavior2,005 cited
  • 1990Multimethod probes of individualism and collectivism.1,517 cited
  • 1994Negotiation in social conflict1,180 cited
  • 1986Individualism-Collectivism1,152 cited
  • 1990Cross-cultural studies of individualism and collectivism.1,084 cited
  • 1988Theories in Intercultural Communication.923 cited
  • 1984The impact of cultural collectivism on reward allocation.649 cited
  • 1987Some determinants of reactions to procedural models for conflict resolution: A cross-national study.331 cited
  • 1991The influence of individualism-collectivism and self-monitoring on conflict styles305 cited
  • 1989Collectivism-individualism in everyday social life: The middle kingdom and the melting pot.300 cited
  • 1988Some Determinants of Conflict Avoidance284 cited
  • 1982How Does Cultural Collectivism Operate?261 cited

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  • 1990REWARD ALLOCATIONS IN THE UNITED STATES, JAPAN, AND KOREA: A COMPARISON OF INDIVIDUALISTIC AND COLLECTIVISTIC CULTURES.254 cited
  • Cited by

    • 2005The Intercultural Conflict Style Inventory: A conceptual framework and measure of intercultural conflict resolution approaches138 cited
    • 2003International business negotiations119 cited
    • 2017Beyond East and West: Cognitive Style in Latin America72 cited
    • 2008Brazilian Culture, Family, and its Ethnic-Cultural Variety66 cited
    • 2010Conflict Resolution in Mexican‐Origin Couples: Culture, Gender, and Marital Quality66 cited
    • 2010Cross‐National Comparisons of Complex Problem‐Solving Strategies in Two Microworlds51 cited
    • 2018Aligning purchasing portfolio management with sourcing negotiation styles17 cited
    • 2020Introduction and Theoretical Framework8 cited