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Abstract
AbstractThis study compares behaviors of Chinese negotiators in both intra-cultural and inter-cultural settings. In particular, the authors examined the relationship between selected individual as well as organizational variables and the problem solving approach (PSA) in negotiations. In addition, the subsequent influence of PSA on negotiation outcomes was also investigated. The results show that different sets of variables impact PSA at the intra- and inter-cultural levels. No significant differences were observed with the intra- and inter-cultural PSA behaviors.
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