Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States

Lynn E. Metcalf, Allan Bird, Mahesh Shankarmahesh, Zeynep Aycan, Jorma Larimo and Dídimo Dewar Valdelamar

Journal of World Business, 2006, vol. 41, issue 4, 382-394

Abstract: In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221-235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both between and within cultures were revealed at a level of complexity not found in previous empirical studies.

Date: 2006
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