ICoN-Negotiation/Marketing Research Seminar : « Findings from various research projects on German-French business negotiations »

14 novembre 2016

01 décembre 2016Lille

Robert Wilken – ESCP Europe Business School, Berlin
Date and Location
Thursday, December 1st, 2016

2.00 pm-3.30 pm

at IÉSEG Lille Campus – Room E011
at IÉSEG Paris Campus- Room H409 (video conference)
The importance of studying intercultural business negotiations has substantially increased over the past years. Robert Wilken will present the most striking findings from negotiation studies in which he and his colleagues used German-French samples in online negotiation simulations. In particular, he will talk about (i) the role of cultural moderators; (ii) the superiority of teams as opposed to solo negotiators that emerges from a more pronounced use of deceptive negotiation tactics; and (iii) the effects of being outnumbered in such negotiations. Time allowing, he will also outline the most pertinent areas of his ongoing research projects.

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