Culture and joint gains in negotiation

Jeanne M. Brett, Wendi Adair, Alain Lempereur, Tetsushi Okumura, Peter Shikhirev, Catherine Tinsley, Anne Lytle

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Abstract

What effect does culture have on the achievement of joint gains in negotiation? Prior research has identified a number of strategies, for example sharing information about preferences and priorities, eschewing power, that lead to the development of joint gains when both negotiators are from the U.S. Are these same strategies used in other cultures? Are other strategies used? How effective are negotiators from different cultures in realizing joint gains? These are among the questions considered by the authors, whose research is based on data collected from negotiators from six different cultural backgrounds: France, Russia, Japan, Hong Kong, Brazil, and the U.S.

Original languageEnglish
Pages (from-to)61-84
Number of pages24
JournalNegotiation Journal
Volume14
Issue number1
Publication statusPublished - 1 Jan 1998

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