Cognitive Negotiation Schemata in the IT Industries of Japan and Finland
Abstract
The existing literature emphasizes the importance of negotiation skills in the field of IT. However, negotiation and negotiation styles in the IT industry have received limited attention. This original empirical research compares the negotiation schemata of Finnish and Japanese IT business people. The study identifies negotiation schemata used in one or both culture groups. Negotiators with greater experience and power in the negotiation process command more schemata. However, neither population enjoys the full range of negotiation schemata. Business negotiators in or out of IT and these cultures may benefit from knowing the schemata and the results of matching and mismatching.
Main Authors
Format
Articles
Research article
Published
2015
Series
Subjects
Publication in research information system
Publisher
International Information Management Association
Original source
http://scholarworks.lib.csusb.edu/jitim/vol24/iss3/6
The permanent address of the publication
https://urn.fi/URN:NBN:fi:jyu-201603311972Käytä tätä linkitykseen.
Review status
Peer reviewed
ISSN
1543-5962
DOI
https://doi.org/10.58729/1941-6679.1049
Language
English
Published in
Journal of International Technology and Information Management
Citation
- Baber, W. W., & Ojala, A. (2015). Cognitive Negotiation Schemata in the IT Industries of Japan and Finland. Journal of International Technology and Information Management, 24(3), 87-104. https://doi.org/10.58729/1941-6679.1049
License
Copyright© International Information Management Association, Inc. 2015