The ambiguous role of cultural moderators in intercultural business negotiations
Robert Wilken,
Frank Jacob and
Nathalie Prime
International Business Review, 2013, vol. 22, issue 4, 736-753
Abstract:
Many modern business negotiations cross borders, and one plausible idea for successfully managing such negotiations is to equip negotiation teams with a “cultural moderator,” an individual who has the same cultural background as the business partner. This study investigates the effect of cultural moderators on both the negotiation process (e.g., use of integrative strategies) and economic outcomes (e.g., profit). Using German and French negotiators in an experimental setting, the authors show that a cultural moderator's influence on the team's use of integrative strategies depends on the moderator's degree of collectivism. With respect to economic outcomes, the presence of a cultural moderator always improves a team's results. Together, these findings suggest that the benefits of using a cultural moderator are not unconditional; rather, they depend on the cultural moderator's cultural background and on the negotiation goals (process vs. outcome) of the team that employs the moderator.
Keywords: Additive composition model; Collectivism; Cultural moderator; Intercultural business negotiation; Negotiation outcome; Negotiation process; Negotiation team (search for similar items in EconPapers)
Date: 2013
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (7)
Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/S0969593112001400
Full text for ScienceDirect subscribers only
Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
HTML/Text
Persistent link: https://EconPapers.repec.org/RePEc:eee:iburev:v:22:y:2013:i:4:p:736-753
Ordering information: This journal article can be ordered from
http://www.elsevier.com/wps/find/journaldescription.cws_home/133/bibliographic
http://www.elsevier. ... me/133/bibliographic
DOI: 10.1016/j.ibusrev.2012.12.001
Access Statistics for this article
International Business Review is currently edited by P. Ghauri
More articles in International Business Review from Elsevier
Bibliographic data for series maintained by Catherine Liu ().