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International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field

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Research on international business negotiation has been underway for 35 years. It has developed within two major paradigms: the macro-strategic, which focuses on organizational wholes, and the micro-behavioral, which focuses on individuals. The former further divides into business-government relations and interfirm relationship streams, while the latter branches into comparative and intercultural studies. While this article summarizes these bodies of literature, its main purpose is to offer a critique of this research, consider its contribution to practice and to the field of international negotiation, and stimulate ideas for future research.

10.1163/157180606778968371
/content/journals/10.1163/157180606778968371
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/content/journals/10.1163/157180606778968371
2006-06-01
2016-12-08

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