This study examined the differences and similarities between domestic and international negotiations, using Kelley's Negotiation Game to measure the profit achieved. There were 58 participants in the international negotiation sample, 29 Turkish and 29 European students. There were 62 Turkish students in the domestic negotiations. All participants studied business or related topics at a university in Izmir. Student t tests indicated statistically significant differences in scores on misrepresentation of information, interpersonal attraction, peer evaluation of misrepresentation information, and satisfaction between domestic and international negotiations.
Get full access to this article
View all access options for this article.
References
1.
AdlerN. J., & GrahamJ. L. (1989) Cross-cultural interaction: the international comparison fallacy?Journal of International Business Studies, 20, 515–537.
2.
BaumeisterR. F., & BushmanB. (2008) Social psychology and human nature. (1st ed.) Belmont, CA: Wadsworth.
3.
BrettJ. M. (2001) Negotiating globally. San Francisco, CA: Jossey-Bass.
4.
BrettJ. M., & OkumuraT. (1998) Inter- and intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal, 4, 1495–1510.
5.
CloreG. L.SchwarzN., & ConwayM. (1994) Affective causes and consequences of social information processing. In WyerR. S. & SrullT. K. (Eds.), The handbook of social cognition. (2nd ed.) Hillsdale, NJ: Erlbaum.
6.
DeesJ. G., & CramtonP. C. (1991) Shrewd bargaining on the moral frontier: toward a theory of morality in practice. Business Ethics Quarterly, 1, 135–167.
7.
FeingoldA. (1988) Matching for attractiveness in romantic partners and same-sex friends: a meta-analysis and theoretical critique. Psychological Bulletin, 104, 226–235.
8.
FrancisJ. N. (1991) When in Rome? The effects of cultural adaptation on intercultural business negotiations. Journal of International Business Studies, 22, 403–428.
9.
GrahamJ. L. (1993) The Japanese negotiation style: characteristics of a distinct approach. Negotiation Journal, 9, 123–140.
10.
GrahamJ. L.MintuA., & RodgersW. (1994) Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States. Management Science, 40, 72–95.
11.
GriffittW., & VeitchR. (1974) Pre-acquaintance, attitude similarity and attraction revisited: ten days in a fall-out shelter. Sociometry, 37, 163–173.
KelleyH. H. (1966) A classroom study of dilemmas in interpersonal negotiations. In ArchibaldK. (Ed.), Strategic intervention and conflict. Berkeley, CA: Univer. of California, Institute of International Studies. Pp. 49–73.
14.
LernerJ. S., & KeltnerD. (2000) Beyond valence: toward a model of emotion–specific influence on judgment and choice. Cognition & Emotion, 14, 473–493.
15.
LewickiR. J. (1983) Lying and deception: behavioural model. In BazermanM. H. & LewickiR. J. (Eds.), Negotiating in Organizations. Beverly Hills, CA: Sage. Pp. 64–112.
16.
LewickiR. J., & RobinsonR. J. (1998) Ethical and unethical bargaining tactics: an empirical study. Journal of Business Ethics, 17, 665–682.
17.
LewickiR. J., & SpencerG. (1991) Ethical relativism and negotiating tactics: factors affecting their perceived ethicality. Paper presented at the Academy of Management, Miami, FL, August.
18.
MursteinB., & ChristyP. (1976) Physical attractiveness and marriage adjustment in middle-aged couples. Journal of Personality and Social Psychology, 34, 537–542.
19.
NadlerJ. (2004) Negotiation and communication technology: how small talk can facilitate e-mail deal making. Harvard Negotiation Law Review, 9, 223–253.
20.
PruittD. G., & CarnevaleP. J. (1993) Negotiation in social conflict. Buckingham, UK: Open University Press.
21.
PruittD. G., & LewisS. A. (1975) Development of integrative solutions in bilateral negotiations. Journal of Personality and Social Psychology, 31, 621–633.
22.
RichardL. O.BalakrishnanP. V. S., & BruceB. (1994) Outcome satisfaction in negotiation: a test of expectancy disconfirmation. Organizational Behavior and Human Decision Processes, 60, 252–275.
23.
RosenbaumM. E. (1986) The repulsion hypothesis: on the nondevelopment of relationships. Journal of Personality and Social Psychology, 51, 1156–1166.
24.
RubinJ. Z., & BrownB. R. (1975) The social psychology of bargaining and negotiation. San Diego, CA: Academic Press.
25.
SalacuseJ. W. (2003) The global negotiator: making, managing, and mending deals around the world in the twenty-first century. New York: Palgrave Macmillan.
26.
SawyerJ., & GuetzkowH. (1965) Bargaining and negotiation in international relations. In KelmanH. C. (Ed.), International behavior: a social psychological analysis.New York: Holt, Rinehart & Winston. Pp. 467–520.
27.
SheppardB. H., & ShermanD. M. (1998) The grammars of trust: a model and general implications. Academy of Management Review, 23, 422–438.
28.
SinghR., & HoS. Y. (2000) Attitudes and attraction: a new test of the attraction, repulsion and similarity–dissimilarity asymmetry hypotheses. British Journal of Social Psychology, 39, 197–211.
29.
ThompsonL., & HastieR. (1988) Judgment tasks and biases in negotiations. In SheppardB. H.BazermanM. H., & LewickiR. J. (Eds.), Research in negotiations in organizations.Greenwich, CT: JAI. Pp. 31–54.
30.
ThompsonL., & HastieR. (1990) Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47, 98–123.
31.
TjosvoldD. (1977) The effects of the constituent's affirmation and the opposing negotiator's self-presentation in bargaining between unequal status groups. Organizational Behavior and Human Performance, 18, 146–157.
32.
YurtseverG. (2001) Tolerance of ambiguity, information, and negotiation. Psychological Reports, 89, 57–64.
33.
YurtseverG. (2008) Negotiators' profit predicted by cognitive reappraisal, suppression of emotions, misrepresentation of information, and tolerance of ambiguity. Perceptual and Motor Skills, 106, 590–608.
