This book explores the major concepts and theories of the psychology of bargaining and
negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is …

The Cultural Dimension of Global Business (1-download) Page 1 Page 2 THE CULTURAL
DIMENSION OF GLOBAL BUSINESS SEVENTH EDITION Gary P. Ferraro The University of …

It explores the major concepts and theories of the psychology of bargaining and negotiation,
and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the …

Trust has long been recognized, by scholars and practitioners alike, as an important factor
for negotiation success. However, there has been little effort to date to empirically review or …

In the globalizing knowledge economy firms have become less reliant on local production
and market networks and increasingly expand their reach to an international or global scale …

The literature on the use and effectiveness of negotiation strategies reveals intriguing yet
unexplained patterns of cultural differences. Negotiators in some regions of the world rely on …

The main objective of this study is to provide an overview of the current status quo of
negotiation research in marketing. In this context, we first conduct a quantitative analysis of …

Despite the fact a growing number of firms now derive a large percentage of their revenues
from global operations, our understanding of the means though which cross-cultural sales …

Using samples from the US and Puerto Rico, we examine cross-cultural differences in
cultural value dimensions, and relate these to act and rule utilitarian orientations, and ethical …

El objetivo de este trabajo es conocer los determinantes más importantes del compromiso
afectivo, normativo y de continuidad del trabajador con la empresa. Nuestra propuesta …