Integrative sequences and negotiation outcome in same- and mixed-culture negotiations

This study uses Hall's (1976) theory of low/high context culture with theories of interpersonal adaptation to test communication preferences, flexibility, and effectiveness in same- and mixed-culture negotiation. Ninety-three same-culture low context, 101 same-culture high context, and 48 mixed-culture mixed context dyads negotiated a 1(1)/(2) hour simulation. Transcripts were content coded for direct and indirect integrative sequences and analyzed with hierarchical linear regression. Supporting the theory, results revealed more indirect integrative sequences in high context dyads and more direct integrative sequences in low context and mixed context dyads. Direct integrative sequences predicted joint gains for mixed context dyads.