PREFERENCES FOR STYLES OF NEGOTIATION - A COMPARISON OF BRAZIL AND THE US

This study examined differences between Brazilians and Americans in pr eferences for the styles of negotiation outlined in the dual concern m odel (Pruitt, 1982; Pruitt & Carnevale, 1993). Consistent with theorie s of individualism-collectivism, it was found that Brazilians, who are more collectivistic than Americans, prefer styles of negotiation that express a concern for the outcomes of others more than Americans do, whereas Americans prefer styles of negotiation that reflect a concern for their own outcomes more than Brazilians do, Also consistent with p redictions derived from theories of individualism-collectivism, it was found that Brazilians made a greater distinction between ingroup and outgroup members than did Americans. Brazilians make accommodations or avoid conflicts more when the conflict is with an ingroup member than an outgroup member. Americans treat ingroup and outgroup members simi larly. (C) 1998 Elsevier Science Ltd. All rights reserved.