Prior research has demonstrated that intercultural negotiations tend to be significantly less successful than intracultural negotiations (Adair, Okumura, & Brett, 2001; Gulbro & Herbig, 1996). The poor negotiating outcomes of international negotiations have been attributed to cultural differences in...

The current study responds to recent calls by researchers to study the relational element in negotiations by examining how East Asian and North American negotiators convey relational cues using vocal paralanguage. Drawing upon the Involvement-Affective Model of relational messages, we posit...

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...