Have a personal or library account? Click to login
The Art and Science of Cross-Cultural Negotiation: Culture, Power and Strategic Context Cover

The Art and Science of Cross-Cultural Negotiation: Culture, Power and Strategic Context

Open Access
|Dec 2025

References

  1. Abu-Nimer, M. (1996). Conflict resolution approaches: Western and Middle Eastern lessons and possibilities. American Journal of Economics and Sociology, 55(3), 35-52. Available at: https://doi.org/10.1111/j.1536-7150.1996.tb02706.x.
  2. Adler, N.J. (2002). International dimensions of organizational behavior (4th ed.). Cincinnati, OH: South-Western.
  3. Aslani, S., et al. (2016). Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. Journal of Organizational Behavior, 37, 1178-1201. DOI: 10.1002/job.2095.
  4. Avruch, K. (2000). Culture and negotiation pedagogy. Negotiation Journal, 16(4), 339-46. DOI:10.1023/A:1026632704258.
  5. Brett, J.M., Gunia, B., & Teucher, B.M. (2017). Culture and negotiation strategy. Academy of Management Perspectives, 31(4), 288-308. Available at: https://www.jstor.org/stable/44645078.
  6. Brouthers, K.D., & Bamossy, G.J. (1997). The role of key stakeholders in international joint venture negotiations: Case studies from Eastern Europe. Journal of International Business Studies, 28(2), 285-308. Available at: https://www.jstor.org/stable/155256.
  7. Crump, L. (2015). Analyzing complex negotiations. Negotiation Journal, 31(2), 131-53. DOI: 10.1111/nejo.12086.
  8. Dialdin, D., Kopelman, S., Adair, W., Brett, J.M., Okumura, T., & Lytle, A. (1999). The distributive outcomes of cross-cultural negotiations. Dispute Resolution Research Center (DRRC) working paper. Evanston, IL: Northwestern University.
  9. Fang, T. (2006). Negotiation: The Chinese style. The Journal of Business & Industrial Marketing, 21(1), 50-60. DOI:10.1108/08858620610643175.
  10. Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in (rev. ed.). New York: Penguin Books.
  11. Friedrichs, J. (2016). An intercultural theory of international relations: How self-worth underlies politics among nations. International Theory, 8(1), 63-96. DOI: https://doi.org/10.1017/S1752971915000202.
  12. Gelfand, M. (2018). Rule Makers, Rule Breakers: How Tight and Loose Cultures Wire Our World. New York, NY: Simon & Schuster.
  13. Gelfand, M., Gordon, S., Li, C.G., Choi, V., & Prokopowicz, P. (2018). One reason mergers fail: The two cultures aren’t compatible. HBR.org. Available at: https://hbr.org/2018/10/one-reason-mergers-fail-the-two-cultures-arent-compatible.
  14. Groves, K.S., Feyerherm, A., & Gu, M. (2015). Examining cultural intelligence and cross-cultural negotiation effectiveness. Journal of Management Education, 39(2), 209-243. DOI:10.1177/1052562914543273.
  15. Hartzell, C.A. (1999). Explaining the stability of negotiated settlements to intrastate wars. Journal of Conflict Resolution, 43(1), 3-22. Available at: https://www.jstor.org/stable/174531.
  16. Heunis, H., Pulles, N.J., Giebels, E. & Kollöffel, B. (2023). Strategic adaptability in negotiation: a framework to distinguish strategic adaptable behaviors. International Journal of Conflict Management, 35(3), 245-269. DOI: 10.1108/IJCMA-02-2023-0028.
  17. Hopmann, P.T. (1995). Two paradigms of negotiation: Bargaining and problem solving. Annals of the American Academy, 542(1), 24-47. Available at: https://www.jstor.org/stable/1048207.
  18. Janosik, R.J. (1987). Rethinking the culture-negotiation link. Negotiation Journal, 3(4), 385-395. DOI: https://doi.org/10.1007/BF01000687.
  19. Kalra, P. (2023). The role of international trade agreements in shaping the global business environment. International Journal of Finance and Commerce, 5(3), 1-7.
  20. Kopelman, S., Hardin, A.E., Myers, C.G., & Tost, L.P. (2016). Cooperation in multicultural negotiations: How the cultures of people with low and high power interact. Journal of Applied Psychology, 101, 721-730. Available at: https://doi.org/10.1037/apl0000065.
  21. Leung, A.K.Y., & Cohen, D. (2011). Within- and between culture variation: Individual differences and the cultural logics of honor, face, and dignity cultures. Journal of Personality and Social Psychology, 100, 507-526. DOI: 10.1037/a0022151.
  22. Lewicki, R.J., Saunders, D.M., & Barry, B. (2024). Negotiation, (9th ed.). New York: McGraw Hill.
  23. Lin, X., & Miller, S.J. (2003). Negotiation approaches: Direct and indirect effects of national culture. International Marketing Review, 20(3), 286-303. Available at: https://psycnet.apa.org/doi/10.1108/02651330310477602.
  24. Matsumoto, D., & Yoo, S.H. (2006). Toward a new generation of cross-cultural research. Perspectives on Psychological Science, 1(3), 234-50. DOI: 10.1111/j.1745-6916.2006.00014.x.
  25. Ogawa, N. (1999). The concept of facework: Its function in the Hawai model of mediation. Mediation Quarterly, 17(1), 5-20. Available at: https://doi.org/10.1002/crq.3890170103.
  26. Palich, L.E., Carini, G.R., & Livingstone, L.P. (2002). Comparing American and Chinese negotiating styles: The influence of logic paradigms. Thunderbird International Business Review, 44(6), 777-798. Available at: https://doi.org/10.1002/tie.10046.
  27. Phatak, A.V., & Habib, M.M. (1996). The dynamics of international business negotiations. Business Horizons, 39(3), 30-38. Available at: https://doi.org/10.1016/S0007-6813(96)90005-1.
  28. Royce, T., Bowcher, W. & Zhao, J. (eds.). (2025). Cross-Cultural Crisis Negotiations: International Perspectives. Routledge.
  29. Rubin, J. Z., & Sander, F. E. A. (1991). Culture, negotiation, and the eye of the beholder. Negotiation Journal, 7 (3), 249–254.
  30. Salacuse, J.W. (1988). Making deals in strange places: A beginner’s guide to international business negotiations. Negotiation Journal, 4(1), 5-13. DOI https://doi.org/10.1007/BF01000899.
  31. Saorin-Iborra, M.C., Redondo-Cano, A., & Revuelto-Taboada, L. (2013). How BATNAs perception impacts JVs negotiations. Management Decision, 51, 419-433.
  32. Sebenius, J.K. (2002a). The hidden challenge of cross-border negotiations. Harvard Business Review, 80(3), 76-85.
  33. Sebenius, J. K. (2002b). Caveats for cross-border negotiations. Negotiation Journal, 18(2), 121-133. DOI https://doi.org/10.1023/A:1016192418551.
  34. Solomon, R.H. (1987). China: Friendship and obligation in Chinese negotiating style. In H. Binnendijk (Ed.), National negotiating styles (pp. 1-16). Washington, DC: Foreign Service Institute.
  35. Stark, A., Fam, K.-S., Waller, D.S., & Tian, Z. (2005). Chinese negotiation practice: A perspective from New Zealand exporters. Cross Cultural Management: An International Journal, 12(3), 85-102. DOI: 10.1108/13527600510798088.
  36. Tinsley, C.H. (1997). Understanding conflict in a Chinese cultural context. In R.J. Bies, R.J. Lewicki, & B.H. Sheppard (Eds.), Research on negotiation in organizations (Vol. 6, pp. 209-225). Greenwich, CT: JAI Press.
  37. Tinsley, C.H. (1998). Models of conflict resolution in Japanese, German, and American cultures. Journal of Applied Psychology, 83(2), 316-23. Available at: https://psycnet.apa.org/doi/10.1037/0021-9010.83.2.316.
  38. Tinsley, C.H. (2001). How negotiators get to yes: Predicting the constellation of strategies used across cultures to negotiate conflict. Journal of Applied Psychology, 86(4), 583-593. DOI: 10.1037/0021-9010.86.4.583.
  39. Tinsley, C.H., Brett, J.M., Shapiro, S.L., & Okumura, T. (2004). When do cultural values explain cross-cultural phenomena? An introduction and test of cultural complexity theory. Unpublished paper, Dispute Resolution Research Center (DRRC), Northwestern University, Evanston, IL.
  40. Triandis, H.C. (1993). Collectivism and individualism in cultural syndromes. Cross-Cultural Research, 27, 155-180. Available at: https://psycnet.apa.org/doi/10.1177/106939719302700301.
  41. Triandis, H.C. (1996). The psychological measurement of cultural syndromes. American Psychologist, 51, 407-415. DOI:10.1037/0003-066X.51.4.407.
  42. Wanis-St. John, A.C. (2006). Back-channel negotiation: International bargaining in the shadows. Negotiation Journal, 22(2), 119-144., DOI:10.1111/j.1571-9979.2006.00091.x.
  43. Weiss, S.E. (2006). International business negotiation in a globalizing world: Reflections on the contributions and future of a (sub) field. International Negotiation, 11(2), 287-316. Ailable at: https://doi.org/10.1163/157180606778968371.
  44. Yan, A., & Gray, B. (1994). Bargaining power, management control, and performance in United States–China joint ventures: A comparative case study. Academy of Management Journal, 37(6), 1478-1517. Available at: https://doi.org/10.2307/256796.
  45. Yao, J., Zhang, Z., & Brett, J.M. (2017). Understanding trust development in negotiations: An interdependent approach. Journal of Organizational Behavior, 38, 712-729. Available at: https://doi.org/10.1002/job.2160.
DOI: https://doi.org/10.2478/raft-2025-0057 | Journal eISSN: 3100-5071 | Journal ISSN: 3100-5063
Language: English
Page range: 604 - 615
Published on: Dec 15, 2025
Published by: Nicolae Balcescu Land Forces Academy
In partnership with: Paradigm Publishing Services
Publication frequency: 4 issues per year

© 2025 Aniela Ioana Corlăteanu, published by Nicolae Balcescu Land Forces Academy
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.