The science of culture and negotiation

Brian C. Gunia; Jeanne M. Brett; Michele J. Gelfand

doi:10.1016/j.copsyc.2015.10.008

The science of culture and negotiation

Brian C. Gunia, Jeanne M. Brett, Michele J. Gelfand

Carey Business School

Research output: Contribution to journal › Review article › peer-review

18 Scopus citations

Abstract

Recent negotiation research has produced a groundswell of insights about the effects of culture on negotiation. Yet, few frameworks exist to organize the findings. This review integrates recent research using a two-dimensional framework: The first dimension organizes the research into that which has taken: (1) a comparative intracultural approach, versus (2) an intercultural approach. The second dimension organizes the research by its emphasis on: (1) inputs into negotiation, (2) processes of negotiating, and (3) outcomes of negotiation. This framework helps to organize extant research and produces novel insights about the connections between disparate research streams, revealing both commonalities and culture-specificities in negotiation strategy and outcomes and suggesting that intercultural negotiations are difficult but not insurmountable. We conclude by discussing several areas in which more research on culture and negotiation is urgently needed in today's globalizing world.

Original language	English (US)
Pages (from-to)	78-83
Number of pages	6
Journal	Current Opinion in Psychology
Volume	8
DOIs	https://doi.org/10.1016/j.copsyc.2015.10.008
State	Published - 2016

ASJC Scopus subject areas

General Psychology

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10.1016/j.copsyc.2015.10.008

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abstract = "Recent negotiation research has produced a groundswell of insights about the effects of culture on negotiation. Yet, few frameworks exist to organize the findings. This review integrates recent research using a two-dimensional framework: The first dimension organizes the research into that which has taken: (1) a comparative intracultural approach, versus (2) an intercultural approach. The second dimension organizes the research by its emphasis on: (1) inputs into negotiation, (2) processes of negotiating, and (3) outcomes of negotiation. This framework helps to organize extant research and produces novel insights about the connections between disparate research streams, revealing both commonalities and culture-specificities in negotiation strategy and outcomes and suggesting that intercultural negotiations are difficult but not insurmountable. We conclude by discussing several areas in which more research on culture and negotiation is urgently needed in today's globalizing world.",

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The science of culture and negotiation

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