Postprint version. Published in Journal of World Business, Volume 41, Issue 4, December 1, 2006, pages 382-394.
Copyright © 2006 Elsevier Inc. All rights reserved.
The definitive version is available at http://dx.doi.org/10.1016/j.jwb.2006.08.004.
In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221–235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both between and within cultures were revealed at a level of complexity not found in previous empirical studies.