Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

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