Drawing from the literature of cross-cultural management, negotiation behavior, trust and honesty, this paper presents the relationship between honest and the outcomes of international business negotiations. Trust is deemed to be a mediating variable affecting the outcomes of business negotiations when negotiators employ during their negotiations., Students majoring business from Korea and America participated in a buyer and seller negotiation simulation and their performance in the game and the results of their questionnaire were analyzed. This study shows that honesty in the business negotiations can affect differently in each country. It implies that effective negotiators involved in cross-cultural business negotiations should be aware of this differences and adjust their strategies accordingly..
Abstract
Ⅰ. Introduction
Ⅱ. Theoretical Perspective
Ⅲ. Research Methodology
Ⅳ. Results
Ⅴ. Conclusions
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