Culture and Negotiation
Jeanne M. Brett (2000), International Journal of Psychology
A MODEL OF INTER-CULTURAL NEGOTIATION
Negotiation
Western mental model of negotiation (as a starting point):
Direct Confrontation:
Western bias > Negotiations can be, and in many cultures frequently are, carried out indirectly
through third parties (agents/mediators/go-betweens).
Types of Negotiations:
Negotiations may be transactional with buyers and sellers, or directed toward the resolution of
conflict (perceived goal incompatibility) or disputes (a rejected claim).
Distributive and Integrative Agreements:
Distributive agreements: divide a fixed set of resources among the parties; the division can be
equal, which is sometimes what is meant by the term ``compromise,’’ or unequal.
Integrative agreements: distribute an enhanced set of resources.
> can help parties avoid impasse
> suboptimal agreements leave sources on the table
Processes That Lead to Distributive and Integrative Agreements:
Transactional negotiations
Power:
- Typically the economic power of alternatives
- Social power: party’s social status within the market
- Normative standards of fairness
Information:
- Information about parties’ power
Resolution of disputes:
Power:
- Economic and social power, and normative standards of fairness
- Legal standards
Information:
- Information about parties’ power
- Information about parties’ interests, or the reasons why they take the
positions they do
1
Jeanne M. Brett (2000), International Journal of Psychology
A MODEL OF INTER-CULTURAL NEGOTIATION
Negotiation
Western mental model of negotiation (as a starting point):
Direct Confrontation:
Western bias > Negotiations can be, and in many cultures frequently are, carried out indirectly
through third parties (agents/mediators/go-betweens).
Types of Negotiations:
Negotiations may be transactional with buyers and sellers, or directed toward the resolution of
conflict (perceived goal incompatibility) or disputes (a rejected claim).
Distributive and Integrative Agreements:
Distributive agreements: divide a fixed set of resources among the parties; the division can be
equal, which is sometimes what is meant by the term ``compromise,’’ or unequal.
Integrative agreements: distribute an enhanced set of resources.
> can help parties avoid impasse
> suboptimal agreements leave sources on the table
Processes That Lead to Distributive and Integrative Agreements:
Transactional negotiations
Power:
- Typically the economic power of alternatives
- Social power: party’s social status within the market
- Normative standards of fairness
Information:
- Information about parties’ power
Resolution of disputes:
Power:
- Economic and social power, and normative standards of fairness
- Legal standards
Information:
- Information about parties’ power
- Information about parties’ interests, or the reasons why they take the
positions they do
1
