Negotiation strategies and cultural dimensions: a simulated study of an international business negotiation
Massimo, Matilde (A.A. 2024/2025) Negotiation strategies and cultural dimensions: a simulated study of an international business negotiation. Tesi di Laurea in Cross-cultural management, Luiss Guido Carli, relatore Silvia Dello Russo, pp. 83. [Master's Degree Thesis]
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Abstract/Index
Negotiation strategies and cross-cultural models. Literature review & theoretical framework. The globe model–a detailed analysis of cultural dimensions. Negotiation strategies: integrative and distributive. Connections between cultural dimensions and negotiation strategies. Research question & hypothesis. Cultural dimensions and negotiation strategies. Formal hypotheses. Methodology. Sample. Procedure. Observation grid. Analysis of the variables.
References
Bibliografia: pp. 67-73.
| Thesis Type: | Master's Degree Thesis |
|---|---|
| Institution: | Luiss Guido Carli |
| Degree Program: | Master's Degree Programs > Master's Degree program in Global Management and Politics, English language (LM-77) |
| Chair: | Cross-cultural management |
| Thesis Supervisor: | Dello Russo, Silvia |
| Thesis Co-Supervisor: | Pellegrino, Gianfranco |
| Academic Year: | 2024/2025 |
| Session: | Autumn |
| Deposited by: | Alessandro Perfetti |
| Date Deposited: | 20 Feb 2026 13:56 |
| Last Modified: | 20 Feb 2026 13:56 |
| URI: | https://tesi.luiss.it/id/eprint/44913 |
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