Category Archives: Research Projects

Culture and Communication approaches to relationships in negotiation

Basic relational processes and intercultural negotiation: The purpose of this subproject is to explore culture and communication influences in Relational Negotiation. Relational Negotiation is choosing strategies, or goal directed behaviors (Weingart, Thompson, Bazerman, & Carroll 1990) suited to develop or affirm long-term connections with the counterpart across the table (Gelfand Raver, Nishii, O´Brien 2006, Ramirez
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