Zoe I. Barsness

Milgard School of Business, University of Washington, Tacoma

Associate Professor

University of Washington, Tacoma

1900 Commerce Street

Tacoma, WA 98402-3100

United States

SCHOLARLY PAPERS

1

DOWNLOADS

451

CITATIONS

1

Scholarly Papers (1)

1.

When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior

Dispute Resolution Research Center Working Paper No. 302
Number of pages: 39 Posted: 24 Jan 2007
Duke University - Fuqua School of Business, Northwestern University - Kellogg School of Management, Milgard School of Business, University of Washington, Tacoma and Melbourne Business School - University of Melbourne
Downloads 451 (62,590)

Abstract:

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culture, e-mail, negotiations, aggressive offers, individual gains, opening offers, distributive negotiations, values, norms, Hong Kong Chinese, face-to-face