The DOI matches its Crossref record; 41 of the 41 references it cites were found in a registry or an index.
Culture and Negotiation
Abstract
This article develops a model of how culture affects negotiation processes and outcomes. It begins with a description of negotiation from a Western perspective: confrontational, focused on transactions or the resolution of disputes, evaluated in terms of integrative and distributive outcomes. It proposes that power and information processes are fundamental to negotiations and that one impact of culture on negotiations is through these processes. The cultural value of individualism versus collectivism is linked to goals in negotiation; the cultural value of egalitarianism versus hierarchy is linked to power in negotiation; and the cultural value for high versus low context communication is linked to information sharing in negotiation. The article describes why inter‐cultural negotiations pose significant strategic challenges, but concludes that negotiators who are motivated to search for information, and are flexible about how that search is carried out, can reach high‐quality negotiated outcomes.
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Citations
Cites
The Presentation of Self in Everyday Life.
Naegele, K. D., & Goffman, E. (1956) · American Sociological Review · doi:10.2307/2089106 · Cited by 25,991
Culture and the self: Implications for cognition, emotion, and motivation.
Markus, H. R., & Kitayama, S. (1991) · Psychological Review · doi:10.1037/0033-295x.98.2.224 · Cited by 21,995
The Presentation of Self in Everyday Life
Goffman, E. (2023) · Social Theory Re-Wired · doi:10.4324/9781003320609-59 · Cited by 17,562
Culture's Consequences: International Differences in Work-Related Values.
Sorge, A., & Hofstede, G. (1983) · Administrative Science Quarterly · doi:10.2307/2393017 · Cited by 15,062
Rediscovering the Social Group: A Self‐Categorization Theory
REID, F. (1987) · British Journal of Social Psychology · doi:10.1111/j.2044-8309.1987.tb00799.x · Cited by 8,091
Rediscovering the Social Group: A Self-Categorization Theory.
Willer, D., Turner, J. C., Hogg, M. A., Oakes, P. J., Reicher, S. D., & Wetherell, M. S. (1989) · Contemporary Sociology · doi:10.2307/2073157 · Cited by 7,159
Emerson, R. M. (1962) · American Sociological Review · doi:10.2307/2089716 · Cited by 6,265
A Theory of Goal Setting and Task Performance
Tosi, H. L., Locke, E. A., & Latham, G. P. (1991) · The Academy of Management Review · doi:10.2307/258875 · Cited by 4,839
Tosi, H. L. (1991) · Academy of Management Review · doi:10.5465/amr.1991.4278976 · Cited by 4,145
Getting to Yes: Negotiating Agreement Without Giving in
Fisher, R. D., Ury, W., & Patton, B. M. (1987) · Digital Commons - USU (Utah State University) · Cited by 3,765
Cited by
Developing and validating an international business negotiator’s profile: The China context
Shi, X., & Wright, P. C. (2001) · Journal of Managerial Psychology · doi:10.1108/eum0000000005523 · Cited by 43
Metadata
- Authors
- Brett, J. M.
- Venue
- International Journal of Psychology
- Publisher
- Wiley
- Published
- 2000-04
- Volume
- 35
- Issue
- 2
- Pages
- 97-104
- ISSN
- 0020-7594 (ISSN-L)
- 1464-066X
- OpenAlex
- W2156549341
- Cited by
- 353
- References
- 41
- FWCI
- 34.95
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
