Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States
用来自11种文化的700名商业人士参与谈判模拟，检验一个美国开发的商业谈判问题解决模型是否具有普遍性。结果发现模型在不同文化群体中表现不一，但仍是理解谈判差异的有用工具。
The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data analysis approaches. The results regarding the universality question are equivocal—findings varied across cultural groups in most cases. However, the theoretical model still appears to be a useful tool for understanding how business negotiations vary across cultural groups.