Purpose – In this chapter, we propose a process model of emergent multiculturally shared mental models (MSMM) in multiparty negotiation. Methodology – Building on existing models of collective cognition, we incorporate our research on culture, negotiation, and shared mental models to propose...

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 Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. -- Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to...

The current study extends prior negotiation research on culture and verbal behavior by investigating the display of nonverbal behaviors associated with dominance by male and female Canadian and Chinese negotiators. We draw from existing literature on culture, gender, communication, and display...