Process in Cross-Cultural Negotiations

Abstract

Abstract This essay describes the four broad themes that emerged from our discussion about the role of process in cross-cultural negotiations and considers their implications for future research. First, we address the nature of the conflict, in particular whether a negotiation is classified as a dispute or a transactional exchange. Second, we contrast the role of cognition and rapport in negotiations and consider when rapport replaces the centrality of cognition. We also discuss the extent to which negotiating processes create relationships based on trust or power, and consider how cultural values influence the development of these underlying relationships. Finally, we consider the role of culture in defining what is perceived as an optimal outcome and raise the possibility that suboptimal outcomes may hold symbolic value in cross-cultural negotiations.