Negotiation Strategy: A Cross-Cultural Meta-Analytic Evaluation of Theory and Measurement


Negotiationtheorists conceptualize negotiation strategy from a behavioral or amotivational perspective and negotiation researchers code transcripts orcollect negotiators’ self-reports to operationalize it. This meta-analysisevaluates the functional similarities and differences between these differenttheoretical perspectives and approaches to measuring negotiation strategy as itpredicts joint gains. We analyzed 3,899 unique negotiations from 76 independentsamples and 46 different papers. Our results reveal that motivational andbehavioral theories and self-report and behavioral coding measurements yieldsimilar predictions and are functionally equivalent, significant predictors ofjoint gains. On the other hand, our analysis testing culture (Western versusEast Asian, South Asian and Middle Eastern samples) as moderator reveals thatthe current theories and methods of measuring negotiation strategy are onlysignificant predictors of joint gains in Western culture samples.


How to Cite:

Brett J. M. & Ramirez-Marin J. & Galoni C., (2021) “Negotiation Strategy: A Cross-Cultural Meta-Analytic Evaluation of Theory and Measurement”, Negotiation and Conflict Management Research 14(4).



Published on
18 Sep 2021
Peer Reviewed