ICAR Research Data Repository for Knowledge Management
Negotiation Behaviors in 22 Cultures
Harvard Dataverse (Africa Rice Center, Bioversity International, CCAFS, CIAT, IFPRI, IRRI and WorldFish)
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| Title |
Negotiation Behaviors in 22 Cultures
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| Identifier |
https://doi.org/10.7910/DVN/08HJGI
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| Creator |
Graham, John
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| Publisher |
Harvard Dataverse
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| Description |
The data represents negotiation behaviors and outcomes for 22 cultural groups. It is based on laboratory simulations involving more than 1000 businesspeople. The numbers in the database are all cultural group averages. The data were collected using Kelley's three-product buyer-seller negotiation simulation. Questionnaires were completed and 6 negotiators in each cultural group were videotaped.
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| Subject |
Business and Management
international business negotiations culture |
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| Contributor |
Graham, John
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