Cultural Influences in Negotiations: A Four Country Comparative Analysis

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 n...

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Bibliographic Details
Published in:International journal of cross cultural management : CCM 2007-08, Vol.7 (2), p.147-168
Main Authors: Metcalf, Lynn E., Bird, Allan, Peterson, Mark F., Shankarmahesh, Mahesh, Lituchy, Terri R.
Format: Article
Language:English
Subjects:
Bargaining
Behavior
Comparative analysis
Cross cultural studies
Cross-national analysis
Cultural differences
Cultural studies
Empirical research
Finland
Information
Management science
Mexico
Negotiations
Survey data
Turkey
U.S.A
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Summary: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.
ISSN:1470-5958
1741-2838
DOI:10.1177/1470595807079380