TY - JOUR
T1 - Influence of Time Pressure on the Outcome of Intercultural Commercial Negotiations
AU - Saorín-Iborra, M. Carmen
AU - Cubillo, Gustavo
N1 - Publisher Copyright:
© 2016 Taylor & Francis.
PY - 2016/7/3
Y1 - 2016/7/3
N2 - It is essential, in commercial negotiations, to know how time pressure is expressed among customers and suppliers and which its effect on the outcomes of negotiation is. Must pressure be applied or not? In order to solve this question, 21 customer/supplier negotiation case studies were carried out (intercultural and intracultural). We have evidenced that an adequate time pressure, at low levels, produced outcomes that tend to be positive. Also, the national culture of the negotiators may influence the decision about using or not time pressure in these processes; especially when considering In-Group Collectivism and Uncertainty Avoidance dimensions.
AB - It is essential, in commercial negotiations, to know how time pressure is expressed among customers and suppliers and which its effect on the outcomes of negotiation is. Must pressure be applied or not? In order to solve this question, 21 customer/supplier negotiation case studies were carried out (intercultural and intracultural). We have evidenced that an adequate time pressure, at low levels, produced outcomes that tend to be positive. Also, the national culture of the negotiators may influence the decision about using or not time pressure in these processes; especially when considering In-Group Collectivism and Uncertainty Avoidance dimensions.
KW - commercial negotiation, national culture, negotiation behavior, supply chains, time pressure, uncertainty avoidance
UR - http://www.scopus.com/inward/record.url?scp=84978176812&partnerID=8YFLogxK
U2 - 10.1080/10496491.2016.1190224
DO - 10.1080/10496491.2016.1190224
M3 - Artículo
AN - SCOPUS:84978176812
SN - 1049-6491
VL - 22
SP - 511
EP - 525
JO - Journal of Promotion Management
JF - Journal of Promotion Management
IS - 4
ER -