Abstract
It is essential, in commercial negotiations, to know how time pressure is expressed among customers and suppliers and which its effect on the outcomes of negotiation is. Must pressure be applied or not? In order to solve this question, 21 customer/supplier negotiation case studies were carried out (intercultural and intracultural). We have evidenced that an adequate time pressure, at low levels, produced outcomes that tend to be positive. Also, the national culture of the negotiators may influence the decision about using or not time pressure in these processes; especially when considering In-Group Collectivism and Uncertainty Avoidance dimensions.
| Original language | English |
|---|---|
| Pages (from-to) | 511-525 |
| Number of pages | 15 |
| Journal | Journal of Promotion Management |
| Volume | 22 |
| Issue number | 4 |
| DOIs | |
| State | Published - 3 Jul 2016 |
Keywords
- commercial negotiation, national culture, negotiation behavior, supply chains, time pressure, uncertainty avoidance
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