IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v6y1997i5d10.1023_a1008655003951.html
   My bibliography  Save this article

Culture's Influence on Business Negotiations in Four Countries

Author

Listed:
  • John L. Graham

    (Graduate School of management University of California)

  • ALMA Mintu-Wimsat

    (East Texas State University Commerce)

Abstract

The usefulness of a theoretical model of the determinants of business negotiation outcomes is tested in a simulation with business people from four countries (the United States, Japan, Brazil and Spain). The article is an extension of Graham, Mintu, and Rodgers (1994), and also directly tests Hofstede's and Hall's theories of culture. A problem-solving approach results in higher negotiation outcomes for Americans when their partners reciprocate. Role (buyer or seller) is the key determinant of profits for Japanese negotiations; that is, buyers do better than sellers. For the Spanish negotiators, a problem-solving approach actually yielded lower profits. For the Brazilians, interpersonal attractiveness lead to higher partner satisfaction.

Suggested Citation

  • John L. Graham & ALMA Mintu-Wimsat, 1997. "Culture's Influence on Business Negotiations in Four Countries," Group Decision and Negotiation, Springer, vol. 6(5), pages 483-502, September.
    • Handle: RePEc:spr:grdene:v:6:y:1997:i:5:d:10.1023_a:1008655003951
    DOI: 10.1023/A:1008655003951
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1023/A:1008655003951
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1023/A:1008655003951?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Graham, John L., 1986. "The problem-solving approach to negotiations in industrial marketing," Journal of Business Research, Elsevier, vol. 14(6), pages 549-566, December.
    2. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    3. Nancy J Adler & Nigel Campbell & André Laurent, 1989. "In Search of Appropriate Methodology: From Outside The People's Republic of China Looking In," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 20(1), pages 61-74, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    2. Gregory Kersten & Sunil Noronha, 1999. "Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making," Group Decision and Negotiation, Springer, vol. 8(3), pages 251-279, May.
    3. G.E. Kersten & S.J. Noronha, 1998. "Negotiation and the Web: Users' Perception and Acceptance," Working Papers ir98002, International Institute for Applied Systems Analysis.
    4. G.E. Kersten & S. Koeszegi & R. Vetschera, 1999. "The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment," Working Papers ir99023, International Institute for Applied Systems Analysis.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Yu-Te Tu, 2012. "A Comparison on Business Negotiation Styles with Education," Information Management and Business Review, AMH International, vol. 4(6), pages 317-331.
    2. O'Connor, Neale G. & Luo, Yadong & Lee, Danny K. Y., 2001. "Self-selection, socialization and budget control in the PRC: a study of a U.S.-Sino joint venture and Chinese state-owned enterprise," Journal of Business Research, Elsevier, vol. 52(2), pages 135-148, May.
    3. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
    4. Shi, Xinping & Wright, Philip C., 2003. "The potential impacts of national feelings on international business negotiations: a study in the China context," International Business Review, Elsevier, vol. 12(3), pages 311-328, June.
    5. Buckley, Peter J. & Chapman, Malcolm, 1996. "Theory and method in international business research," International Business Review, Elsevier, vol. 5(3), pages 233-245, June.
    6. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    7. Alexis P. I. Goh & Peirchyi Lii, 2017. "Examining Leader–Follower Interactions through the Lens of Chinese Politeness," China Report, , vol. 53(3), pages 331-353, August.
    8. Vivi Nastase & Sabine Koeszegi & Stan Szpakowicz, 2007. "Content Analysis Through the Machine Learning Mill," Group Decision and Negotiation, Springer, vol. 16(4), pages 335-346, July.
    9. Jeff S. Johnson & Ravipreet S. Sohi, 2016. "Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 185-205, March.
    10. Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.
    11. Rob Kim Marjerison & Jiamin Hu & Hantao Wang, 2022. "The Effect of Time-Limited Promotion on E-Consumers’ Public Self-Consciousness and Purchase Behavior," Sustainability, MDPI, vol. 14(23), pages 1-23, December.
    12. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    13. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
    14. Saorín-Iborra, M. Carmen, 2008. "Time pressure in acquisition negotiations: Its determinants and effects on parties' negotiation behaviour choice," International Business Review, Elsevier, vol. 17(3), pages 285-309, June.
    15. Nordman, Emilia Rovira & Tolstoy, Daniel, 2014. "Does relationship psychic distance matter for the learning processes of internationalizing SMEs?," International Business Review, Elsevier, vol. 23(1), pages 30-37.
    16. Metcalf, Lynn E. & Bird, Allan & Shankarmahesh, Mahesh & Aycan, Zeynep & Larimo, Jorma & Valdelamar, Dídimo Dewar, 2006. "Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States," Journal of World Business, Elsevier, vol. 41(4), pages 382-394, December.
    17. Yates, J. Frank & de Oliveira, Stephanie, 2016. "Culture and decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 106-118.
    18. Zhi-Xue Zhang & Yu-Lan Han, 2007. "The effects of reciprocation wariness on negotiation behavior and outcomes," Group Decision and Negotiation, Springer, vol. 16(6), pages 507-525, November.
    19. Dellande, Stephanie & Gilly, Mary C. & Graham, John L., 2016. "Managing consumer debt: Culture, compliance, and completion," Journal of Business Research, Elsevier, vol. 69(7), pages 2594-2602.
    20. Roy, Abhik & Walters, Peter G. P. & Luk, Sherriff T. K., 2001. "Chinese puzzles and paradoxes: conducting business research in China," Journal of Business Research, Elsevier, vol. 52(2), pages 203-210, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:6:y:1997:i:5:d:10.1023_a:1008655003951. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.