Culture in Negotiation Essay

What is a respectable moment in talks? What does it take to get a good outcome? What goes wrong in a negotiation that has a poor outcome? However, if culture has an effect on negotiation, the genial mystifys of negotiators from one culture may not map on to the genial models of negotiators from other culture, making the speci cation of a single mental model problematic. There are two ways to go on this problem of coifing a mental model of negotiation. One is to specify the model in use in one culture and then oppose and contrast its elements with elements of models of negotiatio n from other cultures.Alternatively, we fuel specify the mental models of negotiation in many different cultures and aggregate their third estate and ludicrous elements. The latter approach is slight likely to overlook culturally unique aspects of negotiation, but requires the prior existence or current construction of many culturally emic (unique) models of negotiation. (See Brett, Tinsley, Jans sens, Barsness, & Lytle, 1997 for a discussion of these two approaches to intention cross-cultural research. ) This article relies on the rst approach because there is a well-speci ed model of negotiation grounded in Western supposition and empirical