Negotiation strategy: A cross-cultural meta-analytic evaluation of theory and measurement

Jeanne M. Brett*, Jimena Ramirez-Marin, Chelsea Galoni

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

2 Scopus citations

Abstract

Negotiation theorists conceptualize negotiation strategy from a behavioral or a motivational perspective and negotiation researchers code transcripts or collect negotiators’ self-reports to operationalize it. This meta-analysis evaluates the functional similarities and differences between these different theoretical perspectives and approaches to measuring negotiation strategy as it predicts joint gains. We analyzed 3,899 unique negotiations from 76 independent samples and 46 different papers. Our results reveal that motivational and behavioral theories and self-report and behavioral coding measurements yield similar predictions and are functionally equivalent, significant predictors of joint gains. On the other hand, our analysis testing culture (Western versus East Asian, South Asian and Middle Eastern samples) as moderator reveals that the current theories and methods of measuring negotiation strategy are only significant predictors of joint gains in Western culture samples.

Original languageEnglish (US)
Pages (from-to)231-265
Number of pages35
JournalNegotiation and Conflict Management Research
Volume14
Issue number4
StatePublished - 2021

Keywords

  • Culture
  • Meta-analysis
  • Methods
  • Negotiation strategy

ASJC Scopus subject areas

  • Communication
  • Strategy and Management

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