Brazilian, Japanese, and American Business Negotiations

John L Graham
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John L Graham: University of Southern California

Journal of International Business Studies, 1983, vol. 14, issue 1, 47-61

Abstract: The determinants of the outcomes of business negotiations in 3 cultures are investigated in a laboratory experiment. The outcomes of negotiations between Japanese businessmen result primarily from situational constraint—the role of the negotiator (buyer or seller). Representational (problem-solving oriented) bargaining strategies, a measure of the process of the interaction, is the most important variable in American negotiations. In negotiations between Brazilian business people, deceptive bargaining strategies—also a process measure—is the key variable affecting outcomes.© 1983 JIBS. Journal of International Business Studies (1983) 14, 47–61

Date: 1983
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