Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States

Lynn E. Metcalf, California Polytechnic State University, San Luis Obispo
Allan Bird, University of Missouri - St. Louis, MO
Mahesh Shankarmahesh, University of Missouri - St. Louis, MO
Zeynep Aycan, Rumelifeneri Yolu, Koc University - Istanbul, Turkey
Jorma Larimo, University of Vaasa - Vaasa, Finland
Didimo Dewar Valdelamar, Tecnologico de Monterrey

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Copyright © 2006 Elsevier Inc. All rights reserved. The definitive version can be found online at http://dx.doi.org/10.1016/j.jwb.2006.08.004.

Abstract

In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221–235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both between and within cultures were revealed at a level of complexity not found in previous empirical studies.