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Testing a negotiation model on Canadian Anglophone and Mexican exporters

Testing a negotiation model on Canadian Anglophone and Mexican exporters In this study, the authors test a previously developed model of negotiations. The structural equations model focuses on the antecedents of problem-solving behaviors and negotiators’ satisfaction. The replication uses two new groups of businesspeople—Canadian Anglophone and Mexican industrial exporters. Similarities and differences in model fit were discovered across the two groups of exporters. Results validated the importance of reciprocity as a social construct in cross-cultural negotiations. The problemsolving behaviors of Canadian and Mexicans were found to be a function of their perceptions of the counterparts’ strategy. Mexicans’ problem-solving behaviors subsequently influenced their expressed satisfaction with outcomes. The impact of bargainer and organizational characteristics varied across the two groups. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

Testing a negotiation model on Canadian Anglophone and Mexican exporters

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References (65)

Publisher
Springer Journals
Copyright
Copyright © Academy of Marketing Science 2004
Subject
Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1177/0092070304266123
Publisher site
See Article on Publisher Site

Abstract

In this study, the authors test a previously developed model of negotiations. The structural equations model focuses on the antecedents of problem-solving behaviors and negotiators’ satisfaction. The replication uses two new groups of businesspeople—Canadian Anglophone and Mexican industrial exporters. Similarities and differences in model fit were discovered across the two groups of exporters. Results validated the importance of reciprocity as a social construct in cross-cultural negotiations. The problemsolving behaviors of Canadian and Mexicans were found to be a function of their perceptions of the counterparts’ strategy. Mexicans’ problem-solving behaviors subsequently influenced their expressed satisfaction with outcomes. The impact of bargainer and organizational characteristics varied across the two groups.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Jun 1, 2004

Keywords: cross-cultural negotiations; exporters; NAFTA; cooperative problem solving

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