Negotiation Strategies across Cultures

Abstract As the world becomes increasingly globalized, the study of culture and negotiation has proliferated in the past three decades. Compared with the bulk of research examining the relationship between input variables and negotiation outcomes, the process of negotiation has received far less attention. This entry reviews culture's influence on negotiation processes in terms of cultural variations in strategy frequencies, sequences, and phases of negotiation. It begins with a general overview of basic forms of negotiation strategies and basic theoretical frameworks that have been used to explain cultural differences, followed by a discussion of how each of the three frameworks illuminates cultural variations in strategy frequencies, sequences, and negotiation phases.