Title

The Influence of Individualism / Collectivism on Mexican and U.S. Business Negotiation

SMC Author

Jo Ann Heydenfeldt

SMC Affiliated Work

1

Status

Faculty

School

School of Economics and Business Administration

Department

Management and Entrepreneurship

Document Type

Article

Publication Date

2000

Publication Title

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

Share

COinS