Journal ArticleDOI
An Empirical Comparison of Soviet and American Business Negotiations
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This paper conducted simulated one-on-one, buyer-seller negotiations with six negotiators from each cultural group during the interactions and found that Soviet negotiators achieved higher individual profits when using a competitive approach in negotiations.Abstract:
Fifty-six Soviet businesspeople and 160 American businesspeople participated in simulated intracultural, one-on-one, buyer-seller negotiations. All participants completed questionnaires after the negotiation sessions, and six negotiators from each cultural group were videotaped during the interactions. Analysis of the questionnaire data indicated that Soviet negotiators achieved higher individual profits when using a competitive approach in negotiations. This result is in contrast to a more cooperative approach associated with higher profits for the American participants. Analysis of the videotapes suggests both similarities and differences in observed bargaining behaviors across the two cultural groups.read more
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Partial least squares regression and projection on latent structure regression (PLS Regression)
TL;DR: Partial least squares (PLS) regression as mentioned in this paper is a recent technique that combines features from and generalizes principal component analysis (PCA) and multiple linear regression, which can be used to predict a set of dependent variables from a subset of independent variables or predictors.
Journal ArticleDOI
Cross-cultural social and organizational psychology
TL;DR: It is concluded that considerable improvement is evident in recent cross-cultural research, however, future research must include a broader range of cultures and attend more closely to the levels at which cultural effects should be analyzed, and cultural samples must be unpackaged in more psychologically useful ways.
Journal ArticleDOI
Nationality and Subsidiary Ownership Patterns in Multinational Corporations
TL;DR: The authors examines the notion that the multinational's nationality influences its foreign subsidiary ownership decisions and concludes that there are significant differences in ownership preferences among various nationalities that can be explained using cultural as well as economic variables, but that these differences may become weaker in larger multinationals.
Journal ArticleDOI
Individualism-collectivism and accountability in intergroup negotiations.
Michele J. Gelfand,Anu Realo +1 more
TL;DR: This paper found that accountability does not necessarily produce competitive behavior, but rather produces the behavior most normative for individuals in their sociocultural experience, and that accountability is fundamentally a norm enforcement mechanism and norms and standards for behavior vary for individualists and collectivists.
References
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TL;DR: History Conceptual Foundations Uses and Kinds of Inference The Logic of Content Analysis Designs Unitizing Sampling Recording Data Languages Constructs for Inference Analytical Techniques The Use of Computers Reliability Validity A Practical Guide
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The norm of reciprocity: a preliminary statement *
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