Intercultural Negotiation
The unique case of Germany and Israel
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Beschreibung
This is an explorative research project that investigates whether the prestressed relationship between Germans and Israelis affects business negotiation processes nowadays. In addition, I find how each side perceives the other in a negotiation setting, the specific issues that arise in such a German-Israeli context, and ways in which negotiators solve them. The research was done using in-depth interviews with 28 senior managers, all of which are experienced negotiators in both countries. This project is theoretically interesting since it is the first to examine the outcomes of a heavily prestressed relationship on intercultural negotiation; it is also of interest for practitioners due to the many existing relationships between German and Israeli organizations.
Autor*in
Guy Katz