Chapter 20. Cultural Dimensions of Negotiation

  1. Michael A. Hogg and
  2. R. Scott Tindale
  1. Peter J. Carnevale and
  2. Kwok Leung

Published Online: 14 JAN 2008

DOI: 10.1002/9780470998458.ch20

Blackwell Handbook of Social Psychology: Group Processes

Blackwell Handbook of Social Psychology: Group Processes

How to Cite

Carnevale, P. J. and Leung, K. (2001) Cultural Dimensions of Negotiation, in Blackwell Handbook of Social Psychology: Group Processes (eds M. A. Hogg and R. S. Tindale), Blackwell Publishers Ltd, Oxford, UK. doi: 10.1002/9780470998458.ch20

Publication History

  1. Published Online: 14 JAN 2008
  2. Published Print: 1 JAN 2001

ISBN Information

Print ISBN: 9780631208655

Online ISBN: 9780470998458

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Keywords:

  • cultural dimensions;
  • multinational organizations;
  • intercultural contact;
  • cultural dimensions;
  • problem solving

Summary

This chapter contains section titled:

  • Strategies of Negotiation

  • Culture

  • Culture Effects in Negotiation

  • Intercultural Negotiation

  • Power Distance and Negotiation

  • Culture at the Level of the Individual versus the Level of the Collective

  • Conclusion