Abstract
The processes of business negotiations in three countries, the United States, Japan, and Brazil, are compared and contrasted. Three dyads from each country were videotaped during a buyer-seller negotiation simulation. Both verbal behaviors and nonverbal behaviors were observed and recorded. Observed differences provide the basis for hypothesized differences which might be tested in future work.
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*John L. Graham is Assistant Professor of Marketing at the School of Business, University of Southern California. This work was supported in part by a grant from Toyota Motor Sales Incorporated. USA, to the International Business Education and Research Program (IBEAR) at the School of Business, the University of Southern California.
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Graham, J. The Influence of Culture on the Process of Business Negotiations: An Exploratory Study. J Int Bus Stud 16, 81–96 (1985). https://doi.org/10.1057/palgrave.jibs.8490443
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DOI: https://doi.org/10.1057/palgrave.jibs.8490443