International business negotiations: present knowledge and direction for future research

Reynolds, Nina, Simintiras, Antonis and Vlachou, Efi (2003) International business negotiations: present knowledge and direction for future research. [in special issue: International Business Negotiations] International Marketing Review, 20, (3), 236-261. (doi:10.1108/02651330310477585).


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Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990-2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.

Item Type: Article
Digital Object Identifier (DOI): doi:10.1108/02651330310477585
ISSNs: 0265-1335 (print)
1758-6763 (electronic)
Keywords: international business, national cultures, negotiating, research
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
Divisions : University Structure - Pre August 2011 > School of Management
ePrint ID: 179079
Accepted Date and Publication Date:
Date Deposited: 18 May 2011 15:37
Last Modified: 31 Mar 2016 13:34

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