Prior research on cross-cultural negotiation has emphasized the cognitive and the behavioral elements. This study takes a different perspective and presents a motivation–emotion model of ...cross-cultural negotiation. We propose that the cultural differences in chronic regulatory focus will lead to cultural biases in emotion recognition, which in turn will affect negotiation behaviors. People are inclined to perceive and behave in ways that enhance regulatory fit. Westerners and East Asians, who each have different chronic regulatory focus, are likely to interpret the negotiation situation differently in order to increase their regulatory fit. Specifically, this study proposes that when the emotion of the opponent is ambiguous, people from different cultural backgrounds may show cultural biases in emotion recognition, concentrating on the emotion that fits their chronic regulatory focus. Drawing on the Emotion as Social Information (EASI) model, this study discusses how these cultural biases in emotion recognition can affect people’s negotiation behaviors. Finally, some possible moderators of the motivation–emotion model including power and emotion recognition accuracy are suggested to promote sustainable practices in cross-cultural negotiation.
This essay examines a controversy that erupted in 2004 over the bones of a human relative discovered in Indonesia, proclaimed to be a new species named Homo floresiensis. It argues that the ...controversy comprised two intertwined struggles with roots in Indonesia’s colonial history. Indonesia’s transition to an independent country, it contends, gave rise to a particular set of cultural values, scientific practices, and theories that resulted in scientific objects becoming tied to national identity in ways that shaped the debates. Highlighting the imbalances that can occur in cross-cultural negotiations over the study of human relatives, this essay reveals that the circulation of scientific objects is not a simple process. By focusing on how anthropological objects moved—and the claims of ownership and access embedded in those movements—it illustrates the role of local circumstances in shaping that knowledge as it contributes to increasingly global science.
Our study examines the effects of culture on negotiation behaviors and outcomes. We also explore how culture moderates the relationships between those behaviors and outcomes, a subject that has been ...neglected by most researchers. Our work integrates theories and methods from many areas of the behavioral sciences: marketing science, decision analysis, behavioral economics, game theory, social psychology, anthropology, sociolinguistics, linguistics, content analysis, and structural equations modeling. The data were created in a laboratory setting in which 1,197 businesspeople from 20 cultural groups participated in a three‐product buyer–seller negotiation simulation. In this article we first describe how our database was developed. Second, we look at how observed behaviors are associated with questionnaire‐derived negotiation processes and outcomes. Third, we develop a new tool for understanding cultural differences and use it to investigate how culture influences negotiation behaviors, processes, and outcomes across the 20 cultural groups included in our database.
Dignity and honor cultures are thought to yield dramatically different processes and outcomes in cross‐cultural negotiations. We challenge this conceptual dichotomy through the qualitative analysis ...of negotiation accounts by practitioners and graduate students. Drawing on self‐worth theory, we reexamine the delineation and contrast of dignity and honor cultures as they manifest in negotiations between French and Latin American people. According to our set of interviews and written narratives, negotiators on the two sides share a large set of perceptions of French negotiating behavior, coalescing into three main components—conventionality, pride in historical legacy, and conflict proneness. This French behavior falls into neither cultural category, but rather demonstrates the possibility of hybrids between them. We discuss implications for theory, practice, and teaching of cross‐cultural understanding, and, specifically, of the French negotiating style.
This study explores international negotiation prototypes in a Latin American country (Costa Rica). Analysis of questionnaire data from 101 foreign residents doing business in Costa Rica identifies ...different classes of Costa Rican negotiators. The study applies latent class analysis methods. The strict use of statistical arguments uncovered the latent class structure present in the dataset. The study identifies two distinct clusters of negotiator types: a rational negotiator and an emotional one. Cultural values have substantial importance in both clusters.
Purpose
The purpose of this paper is to investigate the implicitly assumed universality of the best seller negotiation literature Getting to Yes by Roger Fisher and William Ury.
...Design/methodology/approach
Existing cross-cultural negotiation literature was systematically searched for findings indicating either a higher or lower likelihood of successfully applying the authors’ advice in different cultural environments, as defined in the Hofstede framework or The Globe Study. The findings were aggregated, categorized into a matrix, synthesized and analyzed.
Findings
This paper finds that the assumed universality of the method of Getting to Yes and its single principles is not supported by research. Instead, a dichotomy of the four principles’ applicability along the Individuality dimension of Hofstede was found. Hence, the western orientation of Getting to Yes is reality, inhibiting its use in non-western cultures. However, in one principle – Invent options for mutual gain – the findings refute a successful application in western cultures. Additional findings and research gaps are presented.
Practical implications
Practitioners should apply Getting to Yes with caution, if at all, in a non-western environment. For the teaching of negotiations, alternative approaches for conducting negotiations in the non-western world are needed.
Originality/value
Although widely used in research, scholars only addressed sporadic comments concerning the limitations of Getting to Yes across cultures. Often the universality of Getting to Yes is either implicitly or explicitly assumed in research and practice. This paper approaches this topic systematically by providing evidence that Getting to Yes is not universal and conceptually sees negotiations through a western shaped perspective that provides considerable implications for research, practice and teaching.
Today’s concept of economic globalization is predicated and centered arounda sustainable development various economic systems which focus on their ability toachieve the best possible results today ...without jeopardizing the ability of national economiesto meet their needs in the future. Beginning with the fact that globalization hasbecome a pre-requisite for most companies today, regardless of its size or scope of operations,I will, in this paper talk about the theoretical issues that surround globalizationof an economy, different types and stages of international transactions and the businesscommunications that go on within these internationalization stages.
Cross-Cultural-Negotiations are pivotal in global business. Research frequently approaches this topic using cultural dimensions as underpinning conceptual constructs. This paper provides a systematic ...review of the use of cultural dimensions in negotiation research of more than 30 years. Empirical Cross-Cultural-Negotiation literature has been systematically searched for findings obtained by the use of Hofstede or The Globe Study dimensional constructs and categorized them into four negotiation stages. Findings show that negotiation research lacks pluralism in the use of cultural dimensions: The majority of publications use Hofstede’s Individuality dimension as the main reference, whereas the remaining dimensions of Hofstede, and especially those of The Globe Study enjoyed little attention so far—A trend that continues to exist until 2017, including. This review also shows that the use of Hofstede’s Individuality dimension delivers contradictory findings in crucial research areas: Competitive versus Cooperative Negotiation Strategy, Integrative Information Exchange, Problem Solving Approaches and its reciprocation. Further, an analysis of research sub-categories reveals an unbalanced distribution, focussing mainly on negotiation strategies and is widely ignoring other areas of research. Implications of the findings and the use of alternative dimensional constructs of culture for future research are discussed.
Interaction is a vital part of every business transaction. In creating an international agreement, communication being an important assignment can be very demanding. In business negotiation, ...interactions do not only evolve within the business and customers but also with the dealers and every stakeholders that is included in the business transaction. More and more transactions are cross-cultural in their nature. Cross-cultural negotiation is prone fail as the individuals involved in these transactions are ignorant on how to pact with individuals of different cultures. This paper seeks to explore differences in cross-cultural negotiation between Polish and Chinese business people.
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