Cultural Differences in Bargaining and Negotiation

Abstract

As globalization continues to bring members of different cultures into contact with each other, the study of culture and negotiation has gained increasing prominence since the 1980s. Numerous books and articles have been written about the complexities of negotiating across cultures by scholars from various disciplines, ranging from context‐rich, thick descriptions of negotiations within a culture to comparative analyses of negotiation processes across cultures. Although cross‐cultural negotiation research continues to expand our understanding of culture's influence on negotiation, it has evolved much more slowly than the mainstream negotiation theory and research. This entry reviews current trends in research on culture and negotiation, followed by directions for future research.

The Palgrave Handbook of Cross-Cultural Business Negotiation

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