The Influence of Cultural Activity Types on Buyer-Seller Negotiations: A Game Theoretical Framework for Intercultural Negotiations

In: International negotiation: a journal of theory and practice, Band 16, Heft 3, S. 427-450

Abstract

AbstractThis article uses an intercultural bargaining framework to analyze cooperation and conflict between buyers and sellers in intercultural negotiations. On the basis of game theoretical reasoning, culturally embedded bargaining patterns are transformed into culturally determined strategies in intercultural negotiations. The cultural differences of the players can be seen in the initial offer, the strategic approach, the valuation of time, the frequency of rejection and the objectives of the negotiation. In order to provide prescriptions for cross-cultural bargaining, the clash of cultures is dealt with in nine scenarios to show potential conflicts and cooperation between the players.