EXPLORATIONS OF NEGOTIATION BEHAVIORS IN 10 FOREIGN CULTURES USING A MODEL DEVELOPED IN THE UNITED-STATES

The universality of a problem-solving model of business negotiations i s explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues ar e considered using structural equations and partial least squares as t he primary data analysis approaches. The results regarding the univers ality question are equivocal-findings varied across cultural groups in most cases. However, the theoretical model still appears to be a usef ul tool for understanding how business negotiations vary across cultur al groups.