[Antonis Simintiras] International Marketing Revie( )
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Access this journal online __________________________ 223
Editorial advisory board ___________________________ 224
Abstracts and keywords ___________________________ 225
French abstracts___________________________________ 227
Spanish abstracts__________________________________ 229
Japanese abstracts_________________________________ 231
Guest editorial ____________________________________ 233
International business negotiations: presentknowledge and direction for future researchNina Reynolds, Antonis Simintiras and Efi Vlachou ___________________ 236
Social capital and the dynamics of businessnegotiations between the northern Europeans and theChineseRajesh Kumar and Verner Worm__________________________________ 262
International business negotiations
Guest EditorsAntonis Simintiras and Nina Reynolds
Volume 20Number 32003
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Negotiation approaches: direct and indirect effect ofnational cultureXiaohua Lin and Stephen J. Miller__________________________________ 286
A comparative analysis of sales training in Europe:implications for international sales negotiationsSergio Roman and Salvador Ruiz __________________________________ 304
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International Marketing ReviewVol. 20 No. 3, 2003p. 224# MCB UP Limited0265-1335
EDITORIAL ADVISORY BOARD
David BallantyneMelbourne Business School, Australia
Professor Jean J. BoddewynThe City University of New York, USA
Dr Marylyn CarriganUniversity of Birmingham, UK
Professor Tevfic DalgicUniversity of Texas at Dallas, USA
Professor Adamantios DiamantopoulosLoughborough University Business School, UK
Professor Manucher FarhangLulea University of Technology, Sweden
Professor Krzysztof FonfaraWielkopolska Business School, Poland
Professor Nigel J. HoldenCopenhagen Business School, Denmark
Professor Constantine S. KatsikeasUniversity of Wales, UK
Sam OkoroafoUniversity of Toledo, USA
Professor Stan PaliwodaUniversity of Birmingham, UK
Professor K.N. RajendranThe University of Northern Iowa, USA
Professor Ilkka RonkainenGeorgetown University, USA
Professor Saeed SamieeUniversity of Tulsa, USA
Professor Bodo B. SchlegelmilchWirtschaftsuniversitat, Wien, Austria
Professor Vern TerpstraUniversity of Michigan, USA
Professor Sandra VandermerweImperial College, University of London, UK
EDITORIAL REVIEW PANEL
Dr Jim BellMagee College, University of Ulster, UK
Dr Roger BennettLondon Guildhall University, UK
Professor Paul ChaoUniversity of Northern Iowa, USA
Dr Irvine Clark IIIJames Madison University, USA
Dr John B. FordOld Dominion University, Norfolk, USA
Dr June FrancisSimon Fraser University, Burnaby, BC, Canada
Professor George T. HaleyUniversity of New Haven, USA
Professor E. KaynakPennsylvania State University, USA
Professor Leonidas LeonidouUniversity of Cyprus, Cyprus
Professor Dale LittlerUMIST, UK
Professor Thomas J. MaronickTowson State University, USA
Professor Hans MuhlbacherUniversity of Innsbruck, Austria
Dr Helen PerksUMIST, UK
Professor C.P. RaoKuwait University, Kuwait
Professor Ronald SavittUniversity of Vermont, USA
Dr Vivienne ShawUniversity of Otago, New Zealand
Dr K. SivakumarLehigh University, Pennsylvania, USA
Dr Chris StylesUniversity of New South Wales, Australia
Dr Isabelle SzmiginUniversity of Birmingham, UK
Professor Michael J. ThomasUniversity of Strathclyde, UK
Dr P.M. WilliamsonLiverpool John Moores University, UK
Professor James E. Wills JrUniversity of Hawaii, USA
International business negotiations:present knowledge and direction forfuture research
Nina Reynolds, Antonis Simintiras andEfi Vlachou
Keywords International business,Negotiating, National cultures, Research
Global companies increasingly rely on theeffectiveness of business negotiations for theirsurvival and growth. As an importantbusiness function for creating andmaintaining successful relationships,international business negotiations duringthe last decade (1990-2000) have attractedconsiderable attention among researchers.Although these research efforts have shedlight on several aspects of internationalbusiness negotiations, there has been neithera comprehensive assessment of the knowledgegained, nor a systematic analysis of the issuesthat this research appears to have leftunexplored. It is the purpose of this study toprovide a thorough review of the publicationson international business negotiationsgenerated in the last decade, identify trends,assess where the discipline currently is andwhere it might be going.
Social capital and the dynamics ofbusiness negotiations between thenorthern Europeans and the Chinese
Rajesh Kumar and Verner Worm