Culture in the context of intercultural negotiation.
Individualism-collectivism and paths to integrative agreements
Article first published online: 10 JAN 2006
Human Communication Research
Volume 26, Issue 4, pages 591–617, October 2000
How to Cite
Cai, A., Wilson, R. and Drake, E. (2000), Culture in the context of intercultural negotiation. Human Communication Research, 26: 591–617. doi: 10.1111/j.1468-2958.2000.tb00770.x
- Issue published online: 10 JAN 2006
- Article first published online: 10 JAN 2006
This study explores culture's effect on behaviors and outcomes in intercultural negotiation and examines how those effects are moderated by role. Eighty U.S. and international students took part in a previously developed negotiation task (Pruitt, 1981) and completed Hui and Triandis's (1986) individualism-collectivism (INDCOL) scale. Negotiation interactions were coded for information sharing, offers, and distributive tactics. Findings show that a negotiation dyad's collectivism is positively associated with higher joint profit. The effects of culture on both communication behaviors and joint outcomes, however, differ by role of the negotiator. In particular, seller collectivism has larger and more consistent effects on communication behavior and joint profit than buyer collectivism. Results support a ‘culture in context’ perspective of negotiation that takes into account negotiator qualities, contextual and structural features of the negotiation, and mediating processes in addition to cultural values.