NCJ Number
108041
Journal
Dispute Resolution Forum Dated: (September 1987) Pages: 3-6
Date Published
1987
Length
4 pages
Annotation
Descriptive models of the negotiating process as it is influenced by culture fall into three categories.
Abstract
One approach is to search for universal (pancultural) models that apply to all negotiators in their interactions with compatriots as well as foreigners. Another, involving comparisons of cultural models, rests on the position that the negotiating behaviors of one culture must be studied in terms of and within the context of that culture. The third, cross-cultural, approach focuses on interaction in multicultural settings, such as negotiations between an American and a Japanese. Regardless of model, research into differences among negotiators from various cultures is faced by a number of troubling issues: (1) several cultures may influence the behaviors of a negotiator from a particular country, (2) values and negotiating behaviors may show apparent and real paradoxes, (3) aspects of culture may change over time, and (4) the extent to which aggregate behaviors inform those of an individual may be difficult to discern. Attention to these models, issues, and general negotiating options may facilitate a better understanding of negotiation within and across cultures. 9 references.