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Culture and Negotiation Strategy
Author(s) -
Adair Wendi,
Brett Jeanne,
Lempereur Alain,
Okumura Tetsushi,
Shikhirev Peter,
Tinsley Catherine,
Lytle Anne
Publication year - 2004
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2004.00008.x
Subject(s) - negotiation , power (physics) , information sharing , information exchange , hofstede's cultural dimensions theory , joint (building) , social psychology , political science , psychology , sociology , computer science , law , architectural engineering , telecommunications , physics , quantum mechanics , engineering
In this article the authors investigate the relationship between culture and joint gains by examining the role of information sharing and power strategies in intracultural negotiations. Previously, the authors found that the relationship between cultural values or norms and joint gains was uncertain in six cultures: France, Russia, Japan, Hong Kong, Brazil, and the United States. Of the five values and norms measured, only norms for information sharing in negotiation were directly related to joint gains. This article explores and extends prior findings by investigating the strategies used by negotiators in the same six cultures. Cultures that maximized joint gains used direct information‐sharing strategies or a combination of indirect and direct strategies. Power strategies may help or hurt joint gains, depending on a culture's values and norms for power and whether or not power‐based influence is used in conjunction with sufficient information exchange. The findings suggest that understanding the other party's cultural characteristics and strategies can help negotiators plan how to focus on information exchange and deal with unusual power strategies that they may encounter.