The ambiguous role of cultural moderators in intercultural business negotiations

@inproceedings{Wilken2013TheAR,
  title={The ambiguous role of cultural moderators in intercultural business negotiations},
  author={Robert Wilken and Frank Jacob and Nathalie Prime},
  year={2013}
}
Many modern business negotiations cross borders, and one plausible idea for successfully managing such negotiations is to equip negotiation teams with a “cultural moderator,” an individual who has the same cultural background as the business partner. This study investigates the effect of cultural moderators on both the negotiation process (e.g., use of integrative strategies) and economic outcomes (e.g., profit). Using German and French negotiators in an experimental setting, the authors show… CONTINUE READING

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