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Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy

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dc.contributor.authorBenetti, Sara
dc.contributor.authorCaputo, Andrea
dc.contributor.authorOgliastri, Enrique
dc.contributor.rorhttps://ror.org/02jjdwm75
dc.date.accessioned2024-07-08T13:14:20Z
dc.date.available2024-07-08T13:14:20Z
dc.date.issued2021
dc.description.abstractIntegrative and distributive negotiation strategies are a key paradigm of practice,teaching,and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view,we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis,we identify three clusters of negotiation prototypes. Our findings show how the Country is a predictor for cluster membership,and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive,an emotional integrative (mostly Italian),and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators,regardless of their orientation toward negotiation strategies,implying a cultural influence toward handling emotions in negotiations. © Cambridge University Press and Australian and New Zealand Academy of Management 2021. This is an Open Access article,distributed under the terms of the Creative Commons Attribution licence (http://creativecommons.org/licenses/by/4.0/),which permits unrestricted re-use,distribution,and reproduction in any medium,provided the original work is properly cited.
dc.description.keywordCulture
dc.description.keywordintegrative negotiations
dc.description.keywordItaly
dc.description.keywordlatent class analysis
dc.description.keywordnegotiation prototypes
dc.description.keywordUSA
dc.description.peerreviewedyes
dc.description.statusPublished
dc.formatapplication/pdf
dc.identifier.citationBenetti, S., Ogliastri, E., & Caputo, A. (2021). Distributive/integrative negotiation strategies in cross-cultural contexts: A comparative study of the USA and Italy. Journal of Management & Organization, 27(4), 786-808.
dc.identifier.doihttps://doi.org/10.1017/jmo.2020.47
dc.identifier.issn18333672
dc.identifier.officialurlhttps://www.scopus.com/inward/record.uri?eid=2-s2.0-85122323724&doi=10.1017%2fjmo.2020.47&partnerID=40&md5=05250121161b38196894eae41eda69ad
dc.identifier.urihttps://hdl.handle.net/20.500.14417/3065
dc.issue.number4
dc.journal.titleJournal of Management and Organization
dc.language.isoen
dc.page.final808
dc.page.initial786
dc.publisherCambridge University Press
dc.relation.departmentFinance
dc.relation.entityIE University
dc.relation.schoolIE Business School
dc.rightsAttribution Non-Commercial No-Derivatives 4,0 International
dc.rights.accessRightsinfo:eu-repo/semantics/openAccess
dc.rights.urihttps://creativecommons.org/licenses/by/4.0/
dc.subjectCulture; integrative negotiations; Italy; latent class analysis; negotiation prototypes; USA
dc.subject.keywordCulture
dc.subject.keywordintegrative negotiations
dc.subject.keywordItaly
dc.subject.keywordlatent class analysis
dc.subject.keywordnegotiation prototypes
dc.subject.keywordUSA
dc.titleDistributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy
dc.typeinfo:eu-repo/semantics/article
dc.version.typeinfo:eu-repo/semantics/publishedVersion
dc.volume.number27
dspace.entity.typePublication
person.identifier.scopus-author-id57215493117
person.identifier.scopus-author-id36057175200
person.identifier.scopus-author-id55513877500
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relation.isAuthorOfPublication.latestForDiscoverydf03308e-d1a5-4f40-a85a-08cf6b6c01e2
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