Entering into cross-cultural negotiations is a bit like heading out as the captain of the Titanic. When surveying the negotiation terrain, you will easily spot the most evident parts of culture — food, music, history, art, literature, and language — these are the tips of the icebergs...

In this study, we examine culture-specific relationships between individual differences and distributive negotiations. We measured individual characteristics and their effects on distributive negotiations in both American[1] and Chinese cultures, using a Western-based scale (the 'Big Five') and...

This paper develops an expectancy model for Chinese–American differences in conflict-avoiding, and tests this model using a scenario study with respondents from Taiwan and the US. Our results show that a higher Chinese tendency to avoid conflict is explained by higher Chinese expectations that...