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Ott, U.F. 
ORCID: 0000-0002-3469-0260 and Kimura, Y.,
2016.
A set-theoretic analysis of negotiations in Japanese MNEs: opening up the black box.
Journal of Business Research, 69 (4), pp. 1294-1300.
ISSN 0148-2963
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Abstract
This article deals with international negotiations in multinational enterprises (MNEs), in particular the HQ-subsidiary negotiations. The theoretical part of the intercultural negotiation framework (Ott, 2011) highlights the potential for MNE negotiation analysis. An empirical investigation into Japanese MNE negotiations strengthens the theory. Different time perceptions and strategies influence HQ-subsidiary negotiations. The outcome of the fuzzy set Qualitative Comparative Analysis (fsQCA) shows that an integrative approach needs a higher offer with a margin of at least 20% to cover for relationship building, patience and trust.
| Item Type: | Journal article | ||||||
|---|---|---|---|---|---|---|---|
| Publication Title: | Journal of Business Research | ||||||
| Creators: | Ott, U.F. and Kimura, Y. | ||||||
| Publisher: | Elsevier Inc. | ||||||
| Date: | April 2016 | ||||||
| Volume: | 69 | ||||||
| Number: | 4 | ||||||
| ISSN: | 0148-2963 | ||||||
| Identifiers: |
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| Divisions: | Schools > Nottingham Business School | ||||||
| Record created by: | Jill Tomkinson | ||||||
| Date Added: | 12 Nov 2018 14:41 | ||||||
| Last Modified: | 12 Nov 2018 14:41 | ||||||
| URI: | https://irep.ntu.ac.uk/id/eprint/34919 |
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