Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

John L. Graham, Alma T. Mintu and Waymond Rodgers
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John L. Graham: Graduate School of Management, University of California, Irvine, California 92717
Alma T. Mintu: Department of Marketing and Management, East Texas State University, Commerce, Texas 75428
Waymond Rodgers: Graduate School of Management, University of California, Riverside, California 92521

Management Science, 1994, vol. 40, issue 1, 72-95

Abstract: The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data analysis approaches. The results regarding the universality question are equivocal---findings varied across cultural groups in most cases. However, the theoretical model still appears to be a useful tool for understanding how business negotiations vary across cultural groups.

Keywords: negotiation; cross-cultural; business executives (search for similar items in EconPapers)
Date: 1994
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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormnsc:v:40:y:1994:i:1:p:72-95

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