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dc.contributor.authorNoran, Aureliaen_US
dc.contributor.authorCrump, Larryen_US
dc.contributor.editorSumati Reddyen_US
dc.date.accessioned2017-04-24T09:52:32Z
dc.date.available2017-04-24T09:52:32Z
dc.date.issued2005en_US
dc.date.modified2007-03-10T06:24:55Z
dc.identifier.isbn8178815966en_US
dc.identifier.urihttp://hdl.handle.net/10072/282
dc.description.abstractPower and culture each receive considerable attention in the negotiation literature although our knowledge about the relationship between these two concepts is still in a development state. Power is fundamental in all negotiations, as are cultural norms, but culture is only a significant factor in negotiations when cultural differences between negotiating parties are present. This paper will review the literature on power and the literature on culture to establish the relationship between these two critical concepts. Specifically, the authors examine how cultural differences influence how negotiators acquire power in negotiations. Cultural differences toward time, risk propensity, egalitarianism and social hierarchy are found to be salient through this analysis. Understanding the relationship between culture and power offers utility in preparing to negotiate and in concluding international negotiations.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherThe ICFAI UNIVERSITY PRESSen_US
dc.publisher.placeHyderabad Indiaen_US
dc.relation.ispartofbooktitleInternational Negotiation: Perspectives and Challengesen_US
dc.relation.ispartofchapter2en_US
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofpagefrom14en_US
dc.relation.ispartofpageto36en_US
dc.rights.retentionYen_AU
dc.subject.fieldofresearchcode350212en_US
dc.titlePower, culture and preparation in international negotiationsen_US
dc.typeBook chapteren_US
dc.type.descriptionB1 - Book Chapters (HERDC)en_US
dc.type.codeB - Book Chaptersen_US
gro.date.issued2005
gro.hasfulltextNo Full Text


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