The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations

Ott, UF ORCID: https://orcid.org/0000-0002-3469-0260, 2011. The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations. International Negotiation, 16 (3), pp. 427-450. ISSN 1382-340X

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Abstract

This article uses an intercultural bargaining framework for sellers and buyers to analyze co-operation and conflict in international negotiations. On the basis of game theoretical reasoning, culturally programmed bargaining behavior is transformed into a buyer-seller interaction of importer-exporter negotiations. The cultural differences of the players can be seen in the initial offer, the strategic approach, the valuation of time, the frequency of rejection and the objectives of the negotiation. In order to provide prescriptions for cross-cultural bargaining, the clash of cultures is dealt with in nine scenarios on an abstract level to show potential conflicts and cooperation between the players.

Item Type:	Journal article
Alternative Title:	The influence of cultural activity types on seller-buyer negotiations - a game theoretic framework for international negotiations
Publication Title:	International Negotiation
Creators:	Ott, U.F.
Publisher:	Brill
Date:	2011
Volume:	16
Number:	3
ISSN:	1382-340X
Identifiers:	Number Type 10.1163/157180611x592941 DOI
Divisions:	Schools > Nottingham Business School
Record created by:	Linda Sullivan
Date Added:	13 Nov 2018 11:51
Last Modified:	13 Nov 2018 11:51
URI:	https://irep.ntu.ac.uk/id/eprint/34938

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