Distributive/Integrative Negotiation Strategies in Cross-Cultural Contexts: A Comparative Study of the USA and Italy

Benetti, Sara, Ogliastri, Enrique and Caputo, Andrea (2021) Distributive/Integrative Negotiation Strategies in Cross-Cultural Contexts: A Comparative Study of the USA and Italy. Journal of Management & Organization . ISSN 1833-3672

Full content URL: https://doi.org/10.1017/jmo.2020.47

Documents
Distributive/Integrative Negotiation Strategies in Cross-Cultural Contexts: A Comparative Study of the USA and Italy
Authors' Accepted Manuscript

Request a copy
Distributive/Integrative Negotiation Strategies in Cross-Cultural Contexts: A Comparative Study of the USA and Italy
Published Open Access manuscript
[img]
[Download]
[img] PDF
2021_JMO_Benetti Ogliastri Caputo.pdf - Whole Document
Restricted to Repository staff only
Available under License Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International.

1MB
[img]
Preview
PDF
distributiveintegrative-negotiation-strategies-in-cross-cultural-contexts-a-comparative-study-of-the-usa-and-italy.pdf - Whole Document
Available under License Creative Commons Attribution 4.0 International.

467kB
Item Type:Article
Item Status:Live Archive

Abstract

Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view, we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis, we identify three clusters of negotiation prototypes. Our findings show how the Country is clearly a predictor for cluster membership, and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive, an emotional integrative (mostly Italian), and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators, regardless of their orientation towards negotiation strategies, implying a cultural influence toward emotions in negotiations.

Keywords:Negotiation prototypes, integrative negotiations, culture, latent class analysis, Italy, USA
Subjects:N Business and Administrative studies > N200 Management studies
Divisions:Lincoln International Business School
ID Code:43610
Deposited On:01 Feb 2021 12:26

Repository Staff Only: item control page