Marketing Negotiations in France, Germany, the United Kingdom, and the United States
通过实验室模拟，研究了美国、法国、西德和英国商人在营销谈判中的差异，发现美国谈判过程与欧洲国家有显著不同。
The determinants of marketing negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 48 from France, 44 from West Germany, and 44 from the United Kingdom participated in two-person, buyer-seller negotiation simulations. The American process of negotiation is found to be different from that of the Europeans in several respects.