How negotiators get to yes: predicting the constellation of strategies used across cultures to negotiate conflict.

@article{Tinsley2001HowNG,
  title={How negotiators get to yes: predicting the constellation of strategies used across cultures to negotiate conflict.},
  author={Catherine H. Tinsley},
  journal={The Journal of applied psychology},
  year={2001},
  volume={86 4},
  pages={583-93}
}
Individualism, hierarchy, polychronicity, and explicit-contracting values explain why managers from Germany, Japan, and the United States use a different mix of strategies to negotiate workplace conflict. Hypotheses extend prior research in showing that conflict behavior is multiply determined and that each culture uses a variety of interests, regulations, and power-based conflict management strategies. Results of actual (rather than survey-based) conflict resolution behavior suggest several… CONTINUE READING

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