Cookies Policy
X

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.

I accept this policy

Find out more here

Adopting a Dual Lens Approach for Examining the Dilemma of Differences in International Business Negotiations

No metrics data to plot.
The attempt to load metrics for this article has failed.
The attempt to plot a graph for these metrics has failed.
The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.

Access this article

+ Tax (if applicable)
Add to Favorites
You must be logged in to use this functionality

International business negotiations are characterized by two levels of differences beyond those found in domestic business negotiations: individual level differences (in negotiator priorities, preferences, perspectives, and scripts) and societal level differences (in national endowments, preferences (tastes), legal, economic and political systems, and government involvement). These differences, which may be viewed by adopting a dual lens approach, include both micro/individual and macro/environment level differences. Moreover, these differences are both beneficial and costly to international negotiations, hence resulting in a dilemma of differences. This article examines both sides of the dilemma and concludes by offering negotiators advice on how to manage the differences inherent to international business exchange.

Affiliations: 1: School of Business, Georgetown University, Washington, DC 20057, USA; 2: 7013 Beechwood Drive, Chevy Chase, MD 20815, USA; 3: School of Economics and International Trade, Dongguk University, 26 3 GA Pil-dong Jung-Ku, Seoul, South Korea

10.1163/15718069920848345
/content/journals/10.1163/15718069920848345
dcterms_title,pub_keyword,dcterms_description,pub_author
6
3
Loading
Loading

Full text loading...

/content/journals/10.1163/15718069920848345
Loading

Data & Media loading...

http://brill.metastore.ingenta.com/content/journals/10.1163/15718069920848345
Loading

Article metrics loading...

/content/journals/10.1163/15718069920848345
1999-01-01
2016-12-09

Sign-in

Can't access your account?
  • Tools

  • Add to Favorites
  • Printable version
  • Email this page
  • Subscribe to ToC alert
  • Get permissions
  • Recommend to your library

    You must fill out fields marked with: *

    Librarian details
    Your details
    Why are you recommending this title?
    Select reason:
     
    International Negotiation — Recommend this title to your library
  • Export citations
  • Key

  • Full access
  • Open Access
  • Partial/No accessInformation