INTERCULTURAL AND INTRACULTURAL NEGOTIATION - US AND JAPANESE NEGOTIATORS

In this study, we propose that culture provides scripts. and schemas f or negotiation. The implications for negotiation of two cultural value s, individualism/collectivism and hierarchy/egalitarianism, are discus sed. The primary hypothesis, that joint gains will be lower in intercu ltural negotiations between U.S. and Japanese negotiators than in intr acultural negotiations between either U.S. or Japanese negotiators, wa s confirmed with data from 30 intercultural, 47 U.S.-U.S. intracultura l, and 18 Japanese-Japanese intracultural simulated negotiations. Test s of secondary hypotheses indicated that there was less understanding of the priorities of the other party and the utility of a compatible i ssue in inter-than in intracultural negotiations. When information abo ut priorities was available, intercultural negotiators were less able than intracultural negotiators to use it to generate joint gains.