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An empirical inquiry of negotiation effects in cross-cultural joint ventures

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  • Luo, Yadong
  • Shenkar, Oded

Abstract

This study addresses the negotiation effect in the context of cross-cultural joint ventures (JV) in a volatile environment. We examined how negotiation variables are linked to the subsequent performance of JV operations. Our analysis of 155 JVs suggests that topic inclusiveness and term specificity are positively related to venture performance. Length of negotiations and government involvement in negotiations have no main effect on performance but moderate the link between term specificity or topic inclusiveness and performance. When length of negotiations is longer or if government involvement is weaker, the performance effect of negotiations becomes stronger. Companies with longer cultural distance from the host country tend to arrange higher term specificity and higher topic inclusiveness to neutralize an unfavorable influence of cultural distance on performance.

Suggested Citation

  • Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    • Handle: RePEc:eee:intman:v:8:y:2002:i:2:p:141-162
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    2. Buckley, Peter J. & Clegg, Jeremy & Tan, Hui, 2006. "Cultural awareness in knowledge transfer to China--The role of guanxi and mianzi," Journal of World Business, Elsevier, vol. 41(3), pages 275-288, September.
    3. White, George O. & Hemphill, Thomas & Weber, Thomas & Moghaddam, Kaveh, 2018. "Institutional origins of WOFS formal contracting: A judicial arbitrariness perspective," International Business Review, Elsevier, vol. 27(3), pages 654-668.
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    5. Taco H. Reus & Daniel Rottig, 2009. "Meta-analyses of International Joint Venture Performance Determinants," Management International Review, Springer, vol. 49(5), pages 607-640, October.
    6. Richardson, Christopher & Rammal, Hussain Gulzar, 2018. "Religious belief and international business negotiations: Does faith influence negotiator behaviour?," International Business Review, Elsevier, vol. 27(2), pages 401-409.
    7. Zheng Xiaosong & Zhang Jinming, 2011. "Factors Influencing International Joint Venture Performance in China," Annals - Economic and Administrative Series -, Faculty of Business and Administration, University of Bucharest, vol. 5(1), pages 167-184, December.

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