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首页> 外文期刊>The Academy of Management Perspectives >CULTURE AND NEGOTIATION STRATEGY: A FRAMEWORK FOR FUTURE RESEARCH
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CULTURE AND NEGOTIATION STRATEGY: A FRAMEWORK FOR FUTURE RESEARCH

机译：文化与谈判策略：未来研究的框架

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摘要

The literature on the use and effectiveness of negotiation strategies reveals intriguing yet unexplained patterns of cultural differences. Negotiators in some regions of the world rely on the questions and answers (Q&A) strategy, typically associated with high trust and high joint gains, while negotiators in other regions of the world rely on the substantiation and offers (S&O) strategy, typically associated with low trust and low joint gains. Yet negotiators from some low-trust cultures use Q&A, negotiators from some high-trust cultures use S&O, and negotiators from some cultures achieve low joint gains through Q&A or high joint gains through S&O. To explain these anomalies, we propose an integrated framework involving three constructs from cultural psychology: cultural levels of trust, tightness-looseness, and holistic versus analytic mindset. Specifically, we propose that the interaction between trust and tightness-looseness can explain cultural differences in the use of negotiation strategies, while the interaction of these strategies with holistic versus analytic mindset can explain cultural differences in the effectiveness of negotiation strategies. In sum, we extend the boundaries of current research to develop a cultural rationale for anomalies in extant research, encouraging negotiation and management researchers to consider new constructs as their research "goes global."
机译：关于谈判策略的使用和有效性的文献揭示了有趣且尚未解释的文化差异模式。世界上某些地区的谈判者依赖于问答（Q＆A）策略，通常与高信任度和高联合收益相关，而世界其他地区的谈判者则依赖于实体化和报价（S＆O）策略，通常与低信任度和低共同收益。但是，来自某些低信任度文化的谈判者会使用问答，来自某些高度信任度文化的谈判者会使用S＆O，而来自某些文化的谈判者会通过Q＆A获得较低的联合收益，或通过S＆O获得较高的联合收益。为了解释这些异常现象，我们提出了一个综合框架，其中涉及文化心理学的三种结构：信任的文化水平，紧密度-松散度以及整体思维与分析思维。具体而言，我们提出信任和紧密度-松散度之间的相互作用可以解释谈判策略使用中的文化差异，而这些策略与整体思维与分析思维方式的相互作用可以解释谈判策略有效性中的文化差异。总而言之，我们扩展了当前研究的范围，以针对现有研究中的异常现象发展出一种文化基础，鼓励谈判和管理研究人员将新结构视为其研究“走向全球”。

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