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International negotiation prototypes: The impact of culture

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  • Ogliastri, Enrique
  • Quintanilla, Carlos
  • Benetti, Sara

Abstract

This paper explores the relationship between culture and negotiation, identifying clusters of negotiation patterns and assessing whether the negotiator’s culture affect the probability of adopting one model over the others. We use latent class analysis on a sample of 2099 observations of negotiation behaviors in 69 countries, to identify negotiation clusters and we obtain three negotiation prototypes. One prototype is oriented to personal relationships, the expression of emotions, and a flexible agenda for a polychronic procedure. Another is formal, facts-focused, and monochronic, maximizing economic value but disregarding personal relationships. The third prototype is harder to interpret and might indicate contexts where different negotiation behaviors coexist. Culture, defined taking into account multiple sources, is a significant predictor of negotiation prototypes (beyond other socio-economic factors). Our results highlight the importance of behaviors along the relational-transactional dimension for international negotiations, as well as the advantages of using mixed qualitative-quantitative methods in negotiation research.

Suggested Citation

  • Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    • Handle: RePEc:eee:jbrese:v:159:y:2023:i:c:s014829632300070x
    DOI: 10.1016/j.jbusres.2023.113712
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    References listed on IDEAS

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