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Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

Author

Listed:
  • John L. Graham

    (Graduate School of Management, University of California, Irvine, California 92717)

  • Alma T. Mintu

    (Department of Marketing and Management, East Texas State University, Commerce, Texas 75428)

  • Waymond Rodgers

    (Graduate School of Management, University of California, Riverside, California 92521)

Abstract

The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data analysis approaches. The results regarding the universality question are equivocal---findings varied across cultural groups in most cases. However, the theoretical model still appears to be a useful tool for understanding how business negotiations vary across cultural groups.

Suggested Citation

  • 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.
    • Handle: RePEc:inm:ormnsc:v:40:y:1994:i:1:p:72-95
    DOI: 10.1287/mnsc.40.1.72
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