Our study examines the effects of culture on negotiation behaviors and outcomes We also explore how culture moderates the relationships between those behaviors and outcomes, a subject that has been neglected by most researchers Our work integrates theories and methods from many areas of the behavioral sciences: marketing science, decision analysis, behavioral economics, game theory, social psychology, anthropology, sociolinguistics, linguistics, content analysis, and structural equations modeling The data were created in a laboratory setting in which 1,197 businesspeople from 20 cultural groups participated in a three-product buyer?seller negotiation simulation In this article we first describe how our database was developed Second, we look at how observed behaviors are associated with questionnaire-derived negotiation processes and outcomes Third, we develop a new tool for understanding cultural differences and use it to investigate how culture influences negotiation behaviors, processes, and outcomes across the 20 cultural groups included in our database

中文翻译：

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在二十种文化的买卖双方谈判中寻找潜在的减速带和陷阱

我们的研究考察了文化对谈判行为和结果的影响 我们还探索了文化如何调节这些行为和结果之间的关系，这是一个被大多数研究人员忽视的主题 我们的工作整合了行为科学许多领域的理论和方法：营销科学、决策分析、行为经济学、博弈论、社会心理学、人类学、社会语言学、语言学、内容分析和结构方程建模数据是在实验室环境中创建的，其中来自 20 个文化群体的 1,197 名商人参与了三个产品的买家?卖方谈判模拟 在本文中，我们首先描述我们的数据库是如何开发的 其次，我们研究观察到的行为如何与问卷衍生的谈判过程和结果相关 第三，我们开发了一种理解文化差异的新工具，并用它来调查文化如何影响我们数据库中 20 个文化群体的谈判行为、过程和结果