Culture and Negotiation Strategies: References

Christen, C. T., Lee, H. O., & Kim, J. (2011). Predicting strategy selection in conflict situations: A cross-cultural comparison of the effects of perceived power and trustworthiness. Conference paper presented to the Intercultural Communication Division of the International Communication Association, Boston, MA.

Fisher, R. J. (1989). Prenegotiation problem-solving discussions: Enhancing the potential for successful negotiations. In J. G. Stein (Ed.), Getting to the table: The processes of international prenegotiation (pp. 206-218). Baltimore, MD: The Johns Hopkins University Press.

Hofstede, G (1980). Culture’s consequences: International differences in work-related values. London: SAGE Publications.

Hofstede, G. (1991). Culture and organizations: Software of the mind. New York: McGraw Hill.

Lee, H. O., Christen, C. T., & Kim, J. (2011). Ethics, economics and relationships: A comparison of conflict management strategies employed by Korean and U.S. public relations professionals. Conference paper presented to the Crisis Management Interest Group of the International Association for Media and Communication Research, Istanbul, Turkey.

Yum, J. O. (1988). The impact of Confucianism on interpersonal relationship and communication patterns in East Asia. Communication Monographs, 55(December), 374-388.

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