Abstract

Peaceful and cooperative negotiation is difficult at the best of times. While both sides of the negotiation table may want to bargain and reach mutually beneficial outcomes, negotiations are usually confrontational environments. Negotiators may also not see the benefits that a more cooperative negotiation strategy would bring. An objective of this study is to examine how negotiators can behave cooperatively and reach mutually beneficial outcomes. Business is internationalizing and the Canadian population is getting more culturally diverse. Conflict due to cultural differences may rise due to this diversification. Hofstede (1980) provided evidence that differences in cultural values effect behaviours. These different values and behaviours may result in different negotiation tactics that may make cooperation more difficult. This study also investigates how differences in individualism-collectivism may affect negotiation styles and outcomes. Research has found that knowledge and experience may make a difference in reaching mutually beneficial outcomes. Therefore, this study explores the effectiveness of training negotiators to be more cooperative when negotiating thus reaching more integrative outcomes. Results of the laboratory study found trust was related to higher cooperation, lower competitiveness and higher outcome integrativeness. Collectivist negotiators were less competitive and reached more integrative outcomes than their individualist counterparts. Training and experience was found to decrease competitive behaviour and increase the integrativeness of negotiation outcome, providing evidence that training and experience may therefore be used to overcome cultural predispositions that may impede reaching mutually beneficial outcomes. Implications for research and management are discussed.