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Culture and Negotiation

Culture and Negotiation <jats:sec><jats:title>Abstract</jats:title><jats:p>The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles in this issue contribute to deepening our understanding about cross-cultural negotiation processes.</jats:p> </jats:sec> http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Negotiation Brill

Culture and Negotiation

Kumar, Rajesh; Bülow, Anne Marie
International Negotiation , Volume 16 (3): 349 – Jan 1, 2011
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Publisher
Brill
Copyright
© 2011 Koninklijke Brill NV, Leiden, The Netherlands
ISSN
1382-340X
eISSN
1571-8069
DOI
10.1163/157180611X592905
Publisher site
See Article on Publisher Site

Abstract

<jats:sec><jats:title>Abstract</jats:title><jats:p>The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles in this issue contribute to deepening our understanding about cross-cultural negotiation processes.</jats:p> </jats:sec>

Journal

International Negotiation – Brill

Published: Jan 1, 2011

Keywords: national culture; conflict; cross-cultural negotiation; cognition; interactional dynamics

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