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Brazilian, Japanese, and American Business Negotiations

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  • John L Graham

    (University of Southern California)

Abstract

The determinants of the outcomes of business negotiations in 3 cultures are investigated in a laboratory experiment. The outcomes of negotiations between Japanese businessmen result primarily from situational constraint—the role of the negotiator (buyer or seller). Representational (problem-solving oriented) bargaining strategies, a measure of the process of the interaction, is the most important variable in American negotiations. In negotiations between Brazilian business people, deceptive bargaining strategies—also a process measure—is the key variable affecting outcomes.© 1983 JIBS. Journal of International Business Studies (1983) 14, 47–61

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  • John L Graham, 1983. "Brazilian, Japanese, and American Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 14(1), pages 47-61, March.
    • Handle: RePEc:pal:jintbs:v:14:y:1983:i:1:p:47-61
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    Citations

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    Cited by:

    1. Filipe Sobral & Gazi Islam, 2013. "Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making," Journal of Business Ethics, Springer, vol. 117(2), pages 281-296, October.
    2. Morris, Michael W. & Fu, Ho-Ying, 2000. "How Does Culture Influence Conflict Resolution? A Dynamic Constructive Analysis," Research Papers 1649, Stanford University, Graduate School of Business.
    3. Christoph Bartneck & Jun Hu, 2010. "The fruits of collaboration in a multidisciplinary field," Scientometrics, Springer;Akadémiai Kiadó, vol. 85(1), pages 41-52, October.
    4. Teegen, Hildy, 1998. "Authority and trust in cross border partnerships: Mexican firm perspectives," Journal of International Management, Elsevier, vol. 4(3), pages 223-239, November.
    5. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
    6. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.

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