Culture in Negotiation

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International Journal of Psychology
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Culture and Negotiation
Jeanne M. Brett Available online: 21 Sep 2010

To cite this article: Jeanne M. Brett (2000): Culture and Negotiation, International Journal of Psychology, 35:2, 97-104 To link to this article: http://dx.doi.org/10.1080/002075900399385

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INTERNATIONAL JOURNAL OF PSYCHOLOGY, 2000, 35 (2), 97± 104

Culture and Negotiation
Jeanne M. Brett Northwestern University, Evanston, USA

This article develops a model of how culture affects negotiation processes and outcomes. It begins with a description of negotiation from a Western perspective: confrontational, focused on transactions or the resolution of disputes, evaluated in terms of integrative and distributive outcomes. It

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