The ambiguous role of cultural moderators in intercultural business negotiations (original) (raw)

Culture and Joint Gains in Negotiation

Negotiation Journal, 1998

What effect does culture have on the achievement of joint gains in negotiation? Prior research has identified a number of strategies, for example sharing information about preferences and priorities, eschewing power, that lead to the development of joint gains when both negotiators are from the U.S. Are these same strategies used in other cultures? Are other strategies used? How effective are negotiators from different cultures in realizing joint gains? These are among the questions considered by the authors, whose research is based on data collected from negotiators from six different cultural backgrounds: France, Russia, Japan, Hong Kong, Brazil, and the U.S.

Сultural influences on negotiations

Negotiation is a process deeply rooted in culture, customs and organizational and individual characteristics. It is a process that has apparent or real built-in inefficiencies that have little to do with the negotiated issues and a lot with the context and rituals. Time and other resource constraints under which both individual and organizational customers operate, requirements imposed by businesses and technological advancements introduce pressures to conduct effective and efficient negotiations.

Culture and Negotiation Strategy

Negotiation Journal, 2004

As noted by , France is an enigma. Descriptive accounts suggest it is both a high-and low-context culture. French diplomacy, which dominated eighteenth and nineteenth century European politics, certainly was high-context -nuanced, secretive, and indirect. Evidence of this subtle communication style along with an inductive problemsolving approach and reliance on context (Schneider and Barsoux 1997) suggest that French negotiators will use relatively more indirect communication.Yet,today,French institutions (e.g.education) emphasize an analytical approach to problem solving and attention to facts ,suggesting that negotiators may also use direct communication.

Analyzing the Multiple Dimensions of Negotiation Processes

Group Decision and Negotiation, 2016

Negotiation processes involve a substantive, a communication, and an emotional dimension. These dimensions have been analyzed mainly in isolation of each other. We introduce an approach to consider all three dimensions and present an empirical study on the relations between these dimensions. Results indicate a strong linkage between communication behavior and emotions, while connections to the substantive dimension of the negotiation process are weaker.

Cultural influences to Negotiation

2020

The cultures will be influencing the negotiation process by the thoughts of people, different communication processes, and behavior which create the barriers for the Negotiation. The paper is to analyze a previous studies conducted on the Cultural Influence on Negotiations and their Impacts.

Cultural Influences in NegotiationsA Four Country Comparative Analysis

International Journal of Cross Cultural Management, 2007

Empirical work systematically comparing variations across a range of countries is scarce. A comprehensive framework having the potential to yield comparable information across countries on 12 negotiating tendencies was proposed more than 20 years ago by Weiss and Stripp; however, the framework was never operationalized or empirically tested. A review of the negotiation and cross cultural research that have accumulated over the last two decades led to refinements in the definition of the dimensions in the framework. We operationalized four dimensions in the Negotiation Orientations Framework and developed the Negotiation Orientations Inventory (NOI) to assess individual orientations on those four dimensions. Data were collected from a sample of 1000 business people and university students with business experience from Finland, Mexico, Turkey, and the United States. Results are presented and further scale development is discussed. Findings establish the utility of the dimensions in the framework in making comparisons between the four countries.

Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research

Lacking pluralism - A critical review of the use of cultural dimensions in negotiation research, 2020

Cross-Cultural-Negotiations are pivotal in global business. Research frequently approaches this topic using cultural dimensions as underpinning conceptual constructs. This paper provides a systematic review of the use of cultural dimensions in negotiation research of more than 30 years. Empirical Cross-Cultural-Negotiation literature has been systematically searched for findings obtained by the use of Hofstede or The Globe Study dimensional constructs and categorized them into four negotiation stages. Findings show that negotiation research lacks pluralism in the use of cultural dimensions: The majority of publications use Hofstede’s Individuality dimension as the main reference, whereas the remaining dimensions of Hofstede, and especially those of The Globe Study enjoyed little attention so far—A trend that continues to exist until 2017, including. This review also shows that the use of Hofstede’s Individuality dimension delivers contradictory findings in crucial research areas: Competitive versus Cooperative Negotiation Strategy, Integrative Information Exchange, Problem Solving Approaches and its reciprocation. Further, an analysis of research sub-categories reveals an unbalanced distribution, focussing mainly on negotiation strategies and is widely ignoring other areas of research. Implications of the findings and the use of alternative dimensional constructs of culture for future research are discussed. For more insights and additional resources, visit https://www.schoen-negotiation.com/Verhandlungstraining-Einkauf

Culture in the context of intercultural negotiation

Human Communication Research, 2000

This study explores culture's effect on behaviors and outcomes in intercultural negotiation and examines how those effects are moderated by role. Eighty U.S. and international students took part in a previously developed negotiation task and completed individualism-collectivism (INDCOL) scale. Negotiation interactions were coded for information sharing, offers, and distributive tactics. Findings show that a negotiation dyad's collectivism is positively associated with higher joint profit. The effects of culture on both communication behaviors and joint outcomes, however, differ by role of the negotiator. In particular, seller collectivism has larger and more consistent effects on communication behavior and joint profit than buyer collectivism. Results support a "culture in context" perspective of negotiation that takes into account negotiator qualities, contextual and structural features of the negotiation, and mediating processes in addition to cultural values.