Global Business Negotiation Research

Metcalf, L., Bird, A., Shankarmahesh, M., Aycan, Z. & Valdelamar, D. (2006). Variations in negotiation behavior: A five-country comparison of Finland, India, Turkey, Mexico and the United States. Journal of World Business, 41: 382-394.

Metcalf, L., Bird, A. & Dewar, D. (2008). Mexico and the U.S.: Common Border, Common Negotiating Orientations. Thunderbird International Business Review, 50,1: 25-43.

Bird, A. & Metcalf, L. (2007). Negotiations in international marketing. In Wilkinson, T. & Thomas, A. (Eds.), Marketing in the 21st Century, Vol. 1. New York: Praeger. Pp. 175-196.

Metcalf, L., Bird, A., Peterson, M., Shankarmahesh, M. & Lituchy, T. (2007). Cultural influences in negotiation: A four country comparative analysis. International Journal of Cross-Cultural Management, 7(2): 147-188.

Metcalf, L., Bird, A., Lituchy, T., Peterson, M. & Shankarmahesh, M. (2007). Cultural Tendencies in Negotiation: A comparison of Finland, Mexico, Turkey, and the United States. International Journal of Cross-Cultural Management, 7(2): 147-168.

Metcalf, L. & Bird, A. (2004). Integrating the Hofstede Dimensions and twelve aspects of negotiating behavior: A six country comparison. In Vinken, H., Soeters, J. & Ester, P. (Eds.) Comparing Cultures: Dimensions of Culture in a Comparative Perspective. Amsterdam: Brill. Pp. 251-269.

Black, J.S., & Mendenhall, M. (1993) Resolving Conflicts with the Japanese: Mission impossible? Sloan Management Review. 34(3), 49-5