NEGOTIATION STYLES IN INTERCULTURAL COMMUNICATION

This project focuses specifically on how intercultural negotiating differences are evidenced communicatively. Evidence suggests that negotiators deal differently with internationals than domestics. Therefore, it is important to move beyond within-culture comparisons as a basis for predicting intercultural negotiation processes. This paper tests empirically the endurance of culturally-associated negotiation styles in intercultural negotiations between Americans and Taiwanese. Results suggest that culture does exert some global effects in face-to-face encounters with cultural outsiders. Other aspects of negotiation are managed locally, so that predicted cultural differences do not emerge in interaction.