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

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  • Metcalf, Lynn E.
  • Bird, Allan
  • Shankarmahesh, Mahesh
  • Aycan, Zeynep
  • Larimo, Jorma
  • Valdelamar, Dídimo Dewar

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.

Suggested Citation

  • Metcalf, Lynn E. & Bird, Allan & Shankarmahesh, Mahesh & Aycan, Zeynep & Larimo, Jorma & Valdelamar, Dídimo Dewar, 2006. "Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States," Journal of World Business, Elsevier, vol. 41(4), pages 382-394, December.
    • Handle: RePEc:eee:worbus:v:41:y:2006:i:4:p:382-394
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    References listed on IDEAS

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    1. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    2. Kevin Y Au, 1999. "Intra-cultural Variation: Evidence and Implications for International Business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(4), pages 799-812, December.
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    1. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    2. Somnath Lahiri, 2011. "India-focused publications in leading international business journals," Asia Pacific Journal of Management, Springer, vol. 28(2), pages 427-447, June.
    3. Raphael Schoen, 2021. "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research," Management Review Quarterly, Springer, vol. 71(2), pages 393-432, April.
    4. Mario Barchi & Marco Greco, 2018. "Negotiation in Open Innovation: A Literature Review," Group Decision and Negotiation, Springer, vol. 27(3), pages 343-374, June.
    5. Szkudlarek, Betina & Osland, Joyce S. & Nardon, Luciara & Zander, Lena, 2020. "Communication and culture in international business – Moving the field forward," Journal of World Business, Elsevier, vol. 55(6).
    6. Adiel Teixeira Almeida & Ana Paula Cabral Seixas Costa, 2012. "Research Developments of Group Decision and Negotiation in Latin America," Group Decision and Negotiation, Springer, vol. 21(2), pages 129-132, March.
    7. Mukherjee, Debmalya & Kumar, Satish & Mukherjee, Deepraj & Goyal, Kirti, 2022. "Mapping five decades of international business and management research on India: A bibliometric analysis and future directions," Journal of Business Research, Elsevier, vol. 145(C), pages 864-891.
    8. Li, Chengguang & Parboteeah, K. Praveen, 2015. "The effect of culture on the responsiveness of firms to mimetic forces: Imitative foreign joint venture entries into China, 1985–2003," Journal of World Business, Elsevier, vol. 50(3), pages 465-476.
    9. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    10. Gert Jan Hofstede & Catholijn M. Jonker & Tim Verwaart, 2012. "Cultural Differentiation of Negotiating Agents," Group Decision and Negotiation, Springer, vol. 21(1), pages 79-98, January.
    11. White, George O. & Hadjimarcou, John & Fainshmidt, Stav & Posthuma, Richard A., 2013. "MNE home country cultural norms and conflict strategy fit in transnational business contract disputes," International Business Review, Elsevier, vol. 22(3), pages 554-567.
    12. 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.

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