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 |
|
|
![]() |
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 | |
|
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