The science of culture and negotiation

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

Research output: Contribution to journalArticle

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 languageEnglish (US)
Pages (from-to)78-83
Number of pages6
JournalCurrent Opinion in Psychology
Volume8
DOIs
StatePublished - 2016

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ASJC Scopus subject areas

  • Psychology(all)

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The science of culture and negotiation. / Gunia, Brian C.; Brett, Jeanne M.; Gelfand, Michele J.

In: Current Opinion in Psychology, Vol. 8, 2016, p. 78-83.

Research output: Contribution to journalArticle

Gunia, Brian C. ; Brett, Jeanne M. ; Gelfand, Michele J. / The science of culture and negotiation. In: Current Opinion in Psychology. 2016 ; Vol. 8. pp. 78-83.
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