The Influence of Individualism / Collectivism on Mexican and U.S. Business Negotiation
SMC Affiliated Work
1
Status
Faculty
School
School of Economics and Business Administration
Department
Management and Entrepreneurship
Document Type
Article
Publication Date
2000
Publication / Conference / Sponsorship
International Journal of Intercultural Relations
Description/Abstract
This paper provides empirical evidence that tests prevailing ideas about how Mexican and US negotiators are likely to behave according to the individualist/collectivist model of cultural variation. Content analysis (Walcott and Hoppman’s Bargaining Process Analysis) methodology was used to analyze transcripts of Mexican and US negotiation simulations and to examine which Bargaining Process Analysis dimensions characterize US and Mexican (in-group) business negotiation. This paper demonstrates that Mexican negotiators may choose different behavioral dimensions than US negotiators when negotiating.
Keywords
Individualism, Collectivism, Mexican, US, Business, Negotiation
Scholarly
yes
Peer Reviewed
1
DOI
10.1016/S0147-1767(00)00007-9
Volume
24
Issue
3
First Page
383
Last Page
407
Disciplines
Business | Business Administration, Management, and Operations | Economics | Entrepreneurial and Small Business Operations
Original Citation
Heydenfeldt, J. (2000). The Influence of individualism/collectivism on Mexican and U.S. business negotiation. International Journal of Intercultural Relations, 24, 383-407
Repository Citation
Heydenfeldt, Jo Ann. The Influence of Individualism / Collectivism on Mexican and U.S. Business Negotiation (2000). International Journal of Intercultural Relations. 24 (3), 383-407. 10.1016/S0147-1767(00)00007-9 [article]. https://digitalcommons.stmarys-ca.edu/school-economics-business-faculty-works/389
