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Business negotiations in Canada, Mexico, and the United States
Abstract
The determinants of business negotiations in three countries are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 68 from Mexico, and 148 from Canada (74 Anglophones and 74 Francophones) participated in a two-person, buyer-seller negotiation simulation. The negotiation styles of the Francophone Canadian and the Mexican businesspeople were found to be significantly different from both the American and Anglophone Canadian styles. © 1987.
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