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An Empirical Comparison of Soviet1 and American Business Negotiations

Author

Listed:
  • John L Graham

    (University of California, Irvine)

  • Leonid I Evenko

    (Academy of Sciences of the U.S.S.R.)

  • Mahesh N Rajan

    (University of California, Irvine)

Abstract

Fifty-six Soviet businesspeople and 160 American businesspeople participated in simulated intracultural, one-on-one, buyer-seller negotiations. All participants completed questionnaires after the negotiation sessions, and six negotiators from each cultural group were videotaped during the interactions. Analysis of the questionnaire data indicated that Soviet negotiators achieved higher individual profits when using a competitive approach in negotiations. This result is in contrast to a more cooperative approach associated with higher profits for the American participants. Analysis of the videotapes suggests both similarities and differences in observed bargaining behaviors across the two cultural groups.© 1992 JIBS. Journal of International Business Studies (1992) 23, 387–418

Suggested Citation

  • John L Graham & Leonid I Evenko & Mahesh N Rajan, 1992. "An Empirical Comparison of Soviet1 and American Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(3), pages 387-418, September.
    • Handle: RePEc:pal:jintbs:v:23:y:1992:i:3:p:387-418
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    Cited by:

    1. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    2. Luo, Yadong, 1999. "Toward a conceptual framework of international joint venture negotiations," Journal of International Management, Elsevier, vol. 5(2), pages 141-165.
    3. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    4. Richardson, Christopher & Rammal, Hussain Gulzar, 2018. "Religious belief and international business negotiations: Does faith influence negotiator behaviour?," International Business Review, Elsevier, vol. 27(2), pages 401-409.
    5. Kyj, Larissa S. & Kyj, Myroslaw J. & Marshall, Paul S., 1995. "Internationalization of American business programs: Case study Ukraine," Business Horizons, Elsevier, vol. 38(6), pages 55-63.

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