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Finding Potential Speed Bumps and Pitfalls in Buyer–Seller Negotiations in Twenty Cultures
Author(s) -
Graham John L.,
Mahdavi Mehdi,
FatehiRad Navid
Publication year - 2020
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/nejo.12333
Subject(s) - negotiation , social psychology , subject (documents) , sociology , applied linguistics , psychology , philosophy of law , sociolinguistics , product (mathematics) , epistemology , linguistics , social science , computer science , political science , world wide web , philosophy , geometry , public law , mathematics , law
Our study examines the effects of culture on negotiation behaviors and outcomes. We also explore how culture moderates the relationships between those behaviors and outcomes, a subject that has been neglected by most researchers. Our work integrates theories and methods from many areas of the behavioral sciences: marketing science, decision analysis, behavioral economics, game theory, social psychology, anthropology, sociolinguistics, linguistics, content analysis, and structural equations modeling. The data were created in a laboratory setting in which 1,197 businesspeople from 20 cultural groups participated in a three‐product buyer–seller negotiation simulation. In this article we first describe how our database was developed. Second, we look at how observed behaviors are associated with questionnaire‐derived negotiation processes and outcomes. Third, we develop a new tool for understanding cultural differences and use it to investigate how culture influences negotiation behaviors, processes, and outcomes across the 20 cultural groups included in our database.