Culture and Negotiation

Research output: Contribution to journalJournal article


The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles in this issue contribute to deepening our understanding about cross-cultural negotiation processes.

Publication information

Original languageEnglish
JournalInternational Negotiation
Issue number3
Pages (from-to)349-359
StatePublished - 2011

ID: 32622335