The endowment effect – the tendency for owners (potential sellers) to value objects more than potential buyers – is among the most widely studied judgment and decision-making phenomena. However, the current research is the first to explore whether the effect varies across cultures. Given...

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...

This study introduces the construct cultural perspective taking in negotiation, the active consideration of the other party’s culturally-normative negotiation behaviors prior to negotiation, and compares the effect of cultural perspective taking (CPT) versus alternative-focused perspective...

In recent years, negotiation scholars have studied the effects of culture on negotiation as well as the effects of personality. This paper combines these two streams of research, and asks the question: Are the effects of personality on negotiation the same in a high-context, collectivist as they...

Cultural intelligence (CQ), defined as one's capability to adapt to new cultural contexts (Earley, 2002), is a new concept in organizational literature. In this paper, we identify cultural intelligence as an important individual variable in international business negotiation. We propose a...