INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS.

Jeanne M. Brett · Tetsushi Okumura

459 citations0/0 files storedAcademy of Management Journal

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Conflict Management and Negotiation Cultural Differences and Values Global and Cross-Cultural Management

Abstract

In this study, we propose that culture provides scripts and schemas for negotiation. The implications for negotiation of two cultural values, individualism/collectivism and hierarchy/egalitarianism...

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References

1991Culture and the Self: Implications for Cognition, Emotion, and Motivation 1983Culture's Consequences: International Differences in Work-Related Values.1987Getting to Yes: Negotiating Agreement Without Giving in 1984The Art and Science of Negotiation.1994Beyond individualism/collectivism: New cultural dimensions of values.1974The Analysis of Subjective Culture.1994Negotiation in social conflict 1990Cross-cultural studies of individualism and collectivism.

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2010The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes 2000Culture and Negotiation 2001Negotiation behavior when cultures collide: The United States and Japan.2007Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation 2010A look at the bright side of multicultural team diversity 2007Are Hofstede's and Schwartz's value frameworks congruent?

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