A Multilevel Approach to Investigating Cross-National Differences in Negotiation Processes

Abstract

The impact of the psychological states of the negotiators, the social conditions of negotiations, and the behavior of negotiators on the outcomes of negotiations differs from country to country. Various suboptimal, individual-level, and country-level solutions have been suggested to predict and explain such cross-national variations. Drawing inspiration from a series of cross-cultural studies on job satisfaction and motives for volunteer work that successfully employed multilevel modeling, we propose a multilevel research approach to more accurately examine the generalizability of negotiation models across countries.

The Key to China's Market - Negotiation

“…In addition, according to the research, grasping the negotiation style and characteristics of the other party is conducive to successful negotiation. However, the process of understanding the other party's negotiation culture is challenging [30]. Therefore, in order to negotiate effectively with Chinese negotiators in international business negotiations, foreign negotiators must have a deep understanding of how culture affects China's negotiation style.…”