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

Metcalf, Lynn E.; Bird, Allan; Shankarmahesh, Mahesh; Aycan, Zeynep; Larimo, Jorma; Valdelamar, D�dimo Dewar
December 2006
Journal of World Business;Dec2006, Vol. 41 Issue 4, p382
Academic Journal
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.


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