The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations

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 intercult...

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Bibliographic Details

Main Author:	Ursula Ott
Format:	Default Article
Published:	2011
Subjects:	Other commerce, management, tourism and services not elsewhere classified Other law and legal studies not elsewhere classified Activity based framework Game theoretical reasoning Cultural implications Intercultural negotiations Buyer-seller negotiation scenarios Law Business and Management not elsewhere classified
Online Access:	https://hdl.handle.net/2134/15164
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