Dear Researchers,
I am interested in testing differences in negotiation strategy (integrative vs. distributive) usage cross-culturally to test the theory of Brett and Thompson(2016). Nevertheless, I have had trouble finding some scientific measurements to test this two strategies cross-culturally. Most of the scientific research I found so far was very experimentally oriented. Has anyone tested such differences before and used a test to see the differences among the two strategies?
Any help, comment would be much appreciated.
Thank you in advance!
Nina
Nina -- could you be a bit more precise in what you are trying to measure and what type of culture?
The reason I ask for more precision is that if you're looking at concepts that are too broad, you can't possibly run a meaningful experiment (if in a lab) or collect enough field data. E.g., if you're asking whether Slovenians are more integrative or distributive relative to Peruvians...I'd suggest that's way too broad. Are you looking at merchants in flea markets in the two countries? At supply chain managers in multinational corporations? At family lawyers negotiating a divorce agreement? At criminal lawyers in a plea bargain? At architects negotiating design fees with clients? or architects negotiating change orders with builders, acting on behalf of clients? My observation from 30 years of study, observation, and practice is that context matters first and foremost and that culture*, while important, is secondary. If the goal is ultimately to illuminate trends that can become the basis of useful advice, you need to first need to disentangle context from culture, and recognize that simply controlling for context (OK, we'll limit our sample to flea market merchants) is itself insufficient to give you data about cultural differences that can be extrapolated to other contexts.
*By the way, I'm assuming, perhaps incorrectly, that you're referring to national culture. There is also professional culture, which at least partly overlaps with context. For example, lawyer culture vs engineer culture vs real estate developer culture. If a Slovenian lawyer is negotiating to buy a trinket at a flea market in Peru, which "culture" of hers will dominate? Lawyer? Slovenian? Or are they both dwarfed by the fact that she's in a flea market, anywhere in the world? How does that change if she's negotiating a contract with a Peruvian lawyer? A contract with a Slovenian lawyer?
For those of you, who are following this question. I have found a meaningful and relatively good measurement The Dutch Test for Conflict Handling DUTCH by De Dreu, C.K.W., Evers, A., Beersma, B., Kluwer E. S. & Nauta, A., which classifies conflict resolution strategies in 5 different strategies (yielding, compromising, forcing, avoiding, and problem solving). As such problem solving is one of the strategies that resambles most integrative negotiation strategy.
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