AN EXPLORATORY STUDY OF INTER-CULTURAL NEGOTIATIONS.
ILLINOIS UNIV URBANA GROUP EFFECTIVENESS RESEARCH LAB
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The report contains two main sections Part One presents a theoretical framework developed initially by Triandis, which has been expanded into a conceptual framework useful for the description of negotiations in culturally heterogeneous groups. Part Two of the monograph describes in detail the methodology and results of an empirical study designed to explore the relationships among some of the variables in the conceptual framework, and discusses the implications of this study for future research.