Loughborough University
Leicestershire, UK
LE11 3TU
+44 (0)1509 263171
Loughborough University

Loughborough University Institutional Repository

Please use this identifier to cite or link to this item: https://dspace.lboro.ac.uk/2134/15164

Title: The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations
Authors: Ott, Ursula F.
Keywords: Activity based framework
Game theoretical reasoning
Cultural implications
Intercultural negotiations
Buyer-seller negotiation scenarios
Issue Date: 2011
Publisher: © Koninklijke Brill NV
Citation: OTT, U.F., 2011. The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations. International Negotiation, 16 (3), pp. 427 - 450
Abstract: This article uses an intercultural bargaining framework to analyze cooperation and conflict between buyers and sellers in intercultural negotiations. On the basis of game theoretical reasoning, culturally embedded bargaining patterns are transformed into culturally determined strategies in intercultural negotiations. The cultural differences of the players can be seen in the initial offer, the strategic approach, the valuation of time, the frequency of rejection and the objectives of the negotiation. In order to provide prescriptions for cross-cultural bargaining, the clash of cultures is dealt with in nine scenarios to show potential conflicts and cooperation between the players. © Koninklijke Brill NV, Leiden, 2011.
Description: This article is closed access.
Version: Published
DOI: 10.1163/157180611X592941
URI: https://dspace.lboro.ac.uk/2134/15164
Publisher Link: http://dx.doi.org/10.1163/157180611X592941
ISSN: 1382-340X
Appears in Collections:Closed Access (Business School)

Files associated with this item:

File Description SizeFormat
INER_016_03_427-450.pdfPublished version626.56 kBAdobe PDFView/Open

 

SFX Query

Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.