Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data analysis approaches. The results regarding the universality question are equivocal—findings varied across cultural groups in most cases. However, the theoretical model still appears to be a useful tool for understanding how business negotiations vary across cultural groups.

• 저널Management Science · 40(1) · 72–95
• 토픽Conflict Management and Negotiation · Sociology and Political Science
• DOI10.1287/mnsc.40.1.72
• 저자John L. Graham, Alma T. Mintu, Waymond Rodgers