BUYER SELLER NEGOTIATIONS: A COMPARISON OF DOMESTIC AND INTERNATIONAL CONDITIONS IN A PILOT STUDY WITH INTERNATIONAL BUSINESS STUDENTS


Yurtsever G., Kurt G., HACIOĞLU G.

PSYCHOLOGICAL REPORTS, vol.106, no.3, pp.671-678, 2010 (Peer-Reviewed Journal) identifier identifier identifier identifier

  • Publication Type: Article / Article
  • Volume: 106 Issue: 3
  • Publication Date: 2010
  • Doi Number: 10.2466/pr0.106.3.671-678
  • Journal Name: PSYCHOLOGICAL REPORTS
  • Journal Indexes: Social Sciences Citation Index, Scopus
  • Page Numbers: pp.671-678

Abstract

This study examined the differences and similarities between domestic and international negotiations, using Kelley's Negotiation Game to measure the profit achieved. There were 58 participants in the international negotiation sample, 29 Turkish and 29 European students. There were 62 Turkish students in the domestic negotiations. All participants studied business or related topics at a university in Izmir. Student t tests indicated statistically significant differences in scores on misrepresentation of information, interpersonal attraction, peer evaluation of misrepresentation information, and satisfaction between domestic and international negotiations.