Publications

Publication details [#55483]

Wilson, Steven R. and Meina Liu. 2011. The Effects of Interaction Goals on Negotiation Tactics and Outcomes: A Dyad-Level Analysis Across Two Cultures. Communication Research 38 (2) : 248–277.

Publication type

Article in journal

Publication language

English

Keywords

dyadic interaction | goal | intercultural communication | job interview | negotiation

Place, Publisher

SAGE Publications

Journal WWW

www.sagepub.co.uk/ejournals/

Annotation

This study examines how intercultural negotiators’ interaction goals affect their own and their opponents’ negotiation strategies and results (across, in this case American and Chinese, cultures), employing a simulated job contract negotiation.