EXPLORATIONS OF NEGOTIATION BEHAVIORS IN 10 FOREIGN CULTURES USING A MODEL DEVELOPED IN THE UNITED-STATES

• 成果类型: Article
• 署名作者: GRAHAM, JL; MINTU, AT; RODGERS, W
• 署名单位: University of California System; University of California Riverside; Texas A&M University System; East Texas A&M University Commerce
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.40.1.72
• 发表日期: 1994
• 页码: 72-95
• 关键词: negotiation; cross-cultural; BUSINESS EXECUTIVES

摘要

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.