Cognitive Negotiation Schemata in the IT Industries of Japan and Finland
Baber, W. W., & Ojala, A. (2015). Cognitive Negotiation Schemata in the IT Industries of Japan and Finland. Journal of International Technology and Information Management, 24(3), 87-104. https://doi.org/10.58729/1941-6679.1049
Julkaistu sarjassa
Journal of International Technology and Information ManagementPäivämäärä
2015Tekijänoikeudet
© International Information Management Association, Inc. 2015
The existing literature emphasizes the importance of negotiation skills in the field of IT. However, negotiation and negotiation styles in the IT industry have received limited attention. This original empirical research compares the negotiation schemata of Finnish and Japanese IT business people. The study identifies negotiation schemata used in one or both culture groups. Negotiators with greater experience and power in the negotiation process command more schemata. However, neither population enjoys the full range of negotiation schemata. Business negotiators in or out of IT and these cultures may benefit from knowing the schemata and the results of matching and mismatching.
Julkaisija
International Information Management AssociationISSN Hae Julkaisufoorumista
1543-5962Asiasanat
Alkuperäislähde
http://scholarworks.lib.csusb.edu/jitim/vol24/iss3/6Julkaisu tutkimustietojärjestelmässä
https://converis.jyu.fi/converis/portal/detail/Publication/25628219
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