IDEAS home Printed from https://ideas.repec.org/a/spr/manrev/v71y2021i2d10.1007_s11301-020-00187-5.html
   My bibliography  Save this article

Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research

Author

Listed:
  • Raphael Schoen

    (HHL Leipzig Graduate School of Management)

Abstract

Cross-Cultural-Negotiations are pivotal in global business. Research frequently approaches this topic using cultural dimensions as underpinning conceptual constructs. This paper provides a systematic review of the use of cultural dimensions in negotiation research of more than 30 years. Empirical Cross-Cultural-Negotiation literature has been systematically searched for findings obtained by the use of Hofstede or The Globe Study dimensional constructs and categorized them into four negotiation stages. Findings show that negotiation research lacks pluralism in the use of cultural dimensions: The majority of publications use Hofstede’s Individuality dimension as the main reference, whereas the remaining dimensions of Hofstede, and especially those of The Globe Study enjoyed little attention so far—A trend that continues to exist until 2017, including. This review also shows that the use of Hofstede’s Individuality dimension delivers contradictory findings in crucial research areas: Competitive versus Cooperative Negotiation Strategy, Integrative Information Exchange, Problem Solving Approaches and its reciprocation. Further, an analysis of research sub-categories reveals an unbalanced distribution, focussing mainly on negotiation strategies and is widely ignoring other areas of research. Implications of the findings and the use of alternative dimensional constructs of culture for future research are discussed.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:manrev:v:71:y:2021:i:2:d:10.1007_s11301-020-00187-5
    DOI: 10.1007/s11301-020-00187-5
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s11301-020-00187-5
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s11301-020-00187-5?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Liu, Leigh Anne & Friedman, Raymond A. & Chi, Shu-cheng, 2005. "‘Ren Qing” versus the ‘Big Five’ The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations," Management and Organization Review, Cambridge University Press, vol. 1(2), pages 225-247, July.
    2. David K Tse & June Francis & Jan Walls, 1994. "Cultural Differences in Conducting Intra- and Inter-Cultural Negotiations: A Sino-Canadian Comparison," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 25(3), pages 537-555, September.
    3. Geert Hofstede, 1985. "The Interaction Between National And Organizational Value Systems[1]," Journal of Management Studies, Wiley Blackwell, vol. 22(4), pages 347-357, July.
    4. Moshe Banai & Abraham Stefanidis & Ana Shetach & Mehmet Özbek, 2014. "Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study," Journal of Business Ethics, Springer, vol. 123(4), pages 669-685, September.
    5. 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.
    6. Zhenzhong Ma, 2010. "The SINS in Business Negotiations: Explore the Cross-Cultural Differences in Business Ethics Between Canada and China," Journal of Business Ethics, Springer, vol. 91(1), pages 123-135, February.
    7. Nancy J Adler & John L Graham, 1989. "Cross-Cultural Interaction: The International Comparison Fallacy?," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 20(3), pages 515-537, September.
    8. Gideon Snir, 2014. "International business negotiations: do cultural differences matter? The case of India and Israel: research report," International Journal of Indian Culture and Business Management, Inderscience Enterprises Ltd, vol. 8(3), pages 361-386.
    9. Tinsley, Catherine H. & Brett, Jeanne M., 2001. "Managing Workplace Conflict in the United States and Hong Kong," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(2), pages 360-381, July.
    10. Bradley L Kirkman & Kevin B Lowe & Cristina B Gibson, 2006. "A quarter century of Culture's Consequences: a review of empirical research incorporating Hofstede's cultural values framework," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 37(3), pages 285-320, May.
    11. Jeswald W. Salacuse, 1999. "Intercultural Negotiation in International Business," Group Decision and Negotiation, Springer, vol. 8(3), pages 217-236, May.
    12. P Christopher Earley, 2006. "Leading cultural research in the future: a matter of paradigms and taste," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 37(6), pages 922-931, November.
    13. 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.
    14. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    15. Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
    16. Graham, John L, 1988. "Buyer-Seller Negotiations around the Pacific Rim: Differences in Fundamental Exchange Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(1), pages 48-54, June.
    17. Catherine H Tinsley & Madan M Pillutla, 1998. "Negotiating in the United States and Hong Kong," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(4), pages 711-727, December.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    2. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
    3. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
    4. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    5. Yu Yang & David De Cremer & Chao Wang, 2017. "How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations," Journal of Business Ethics, Springer, vol. 145(3), pages 659-670, October.
    6. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    7. 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.
    8. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.
    9. 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.
    10. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    11. Charles J. Reuter, 2011. "A survey of culture and finance," Post-Print hal-03016357, HAL.
    12. Popli, Manish & Akbar, Mohammad & Kumar, Vikas & Gaur, Ajai, 2016. "Reconceptualizing cultural distance: The role of cultural experience reserve in cross-border acquisitions," Journal of World Business, Elsevier, vol. 51(3), pages 404-412.
    13. Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
    14. Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.
    15. Xiaoyi Liu & Zhenzhong Ma & Dapeng Liang, 2019. "Personality Effects on the Endorsement of Ethically Questionable Negotiation Strategies: Business Ethics in Canada and China," Sustainability, MDPI, vol. 11(11), pages 1-19, June.
    16. de Jong, Gjalt & van Dut, Vo & Jindra, Björn & Marek, Philipp, 2015. "Does country context distance determine subsidiary decision-making autonomy? Theory and evidence from European transition economies," International Business Review, Elsevier, vol. 24(5), pages 874-889.
    17. Xiang Qian, 2021. "How Executives Manage Interpersonal Conflicts in Chinese Companies in Germany: Intercultural Difference in Conflict Management Styles," International Journal of Business and Management, Canadian Center of Science and Education, vol. 15(4), pages 182-182, July.
    18. David Ralston & Carolyn Egri & Olivier Furrer & Min-Hsun Kuo & Yongjuan Li & Florian Wangenheim & Marina Dabic & Irina Naoumova & Katsuhiko Shimizu & María Garza Carranza & Ping Fu & Vojko Potocan & A, 2014. "Societal-Level Versus Individual-Level Predictions of Ethical Behavior: A 48-Society Study of Collectivism and Individualism," Journal of Business Ethics, Springer, vol. 122(2), pages 283-306, June.
    19. Venkateswaran, Ramya Tarakad & George, Rejie, 2020. "When does culture matter? A multilevel study on the role of situational moderators," Journal of Business Research, Elsevier, vol. 116(C), pages 99-122.
    20. Aguilera, Ruth V. & Flores, Ricardo G. & Vaaler, Paul M., 2007. "Is It All a Matter of Grouping? Examining the Regional Effect in Global Strategy Research," Working Papers 07-0106, University of Illinois at Urbana-Champaign, College of Business.

    More about this item

    Keywords

    Cross-cultural-negotiations; Hofstede; The globe study; Cultural dimensions; Individuality dimension; Competitive negotiation strategy; Cooperative negotiation strategy;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility
    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:manrev:v:71:y:2021:i:2:d:10.1007_s11301-020-00187-5. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.