Negotiation strategy: A cross-cultural meta-analytic evaluation of theory and measurement
Brett, Jeanne M Ramirez-Marin, Jimena Galoni, Chelsea
Brett, Jeanne M
Ramirez-Marin, Jimena
Galoni, Chelsea
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Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2021
Journal
Negotiation and Conflict Management Research
Book
Publication Volume
14
Publication Issue
4
Publication Begin page
231
Publication End page
265
Publication Number of pages
Collections
Abstract
Negotiation theorists conceptualize negotiation strategy from a behavioral or a motivational perspective and negotiation researchers code transcripts or collect negotiators’ self-reports to operationalize it. This meta-analysis evaluates the functional similarities and differences between these different theoretical perspectives and approaches to measuring negotiation strategy as it predicts joint gains. We analyzed 3,899 unique negotiations from 76 independent samples and
46 different papers. Our results reveal that motivational and behavioral theories and self-report and behavioral coding measurements yield similar predictions and are functionally equivalent, significant predictors of joint gains. On the other hand, our analysis testing culture (Western versus East Asian, South Asian and Middle Eastern samples) as moderator reveals that the current theories and methods of measuring negotiation strategy are only significant predictors of joint gains in Western culture samples.
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Keywords
Culture, Meta-Analysis, Methods, Negotiation Strategy