Inter- and intracultural negotiation: U.S. and Japanese negotiators

Article Abstract:

In this study, we propose that culture provides scripts and schemas for negotiation. The implications for negotiation of two cultural values, individualism/collectivism and hierarchy/egalitarianism, are discussed. The primary hypothesis, that joint gains will be lower in intercultural negotiations between U.S. and Japanese negotiators that in intracultural negotiations between either U.S. or Japanese negotiators, was confirmed with data from 30 intercultural, 47 U.S.-U.S. intracultural, and 18 Japanese-Japanese intracultural simulated negotiations. Tests of secondary hypotheses indicated that there was less understanding of the priorities of the other party and the utility of a compatible issue in inter- than in intracultural negotiations. When information about priorities was available, intercultural negotiators were less able than intracultural negotiators to use it to generate joint gains. (Reprinted by permission of the publisher.)

Beliefs, opinions and attitudes, Americans, Japanese, Japanese (Asian people), Cultural relations

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Nobody's grandfather was a merchant: understanding the Soviet commercial negotiation process and style

Article Abstract:

In their eagerness to capitalize on the tremendous opportunities there, American businesses are venturing into the Soviet Union with little or no knowledge of Soviet culture or negotiation processes and style. In addition to encouraging unrealistic expectations, this lack of awareness not only increases the frustrations of negotiating with officials from a non-market economy such as the Soviet Union, but also severely impedes decisions about doing business there. It is imperative that U.S. business executives understand Soviet commercial negotiation processes and style if they are to be successful in garnering the huge potential of the Soviet market. (Reprinted by permission of the publisher.)

Corporations, Popular culture, Soviet Union

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Leading through negotiation: harnessing the power of gender stereotypes

Article Abstract:

The impact of negotiators' beliefs and motivations on performance is reviewed to examine the occurrence of gender differences in the competitive negotiation arena. Strategies for avoiding the potentially harmful effects of gender differences are described.

United States, Science & research, Economic aspects, Sexual stereotypes, Report

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