Authors

Paul Drnevich

Report Number

2003-007

Abstract

This paper attempts to examine the issues surrounding the role of national culture bias and the concept of distance among Hofstede's (1980) cultural dimensions on the ability to reach integrative agreements in international business arrangements between firms. Relational models of negotiating and the role of culture are presented as well as several managerial implications and propositions for future research.

Date of this Version

1-1-2003

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