This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations.,Based on a solution-oriented symbiotic approach, the authors analyze negotiators’ combination strategy to propose the dynamic convergence of dyadic relational negotiation behavior (RNB) both as a descriptive framework and a prescriptive solution to behavioral congruence in intercultural negotiations. The authors use spreadsheet platform with artificial data input to simulate various RNB dynamics between negotiators.,The authors identify the research gap between the arelational, static paradigm in negotiation literature and the relational, dynamic reality in negotiation practices, develop a fourfold typology of the existing negotiation research and propose the construct of RNB. The authors simulate the dyadic dynamics of RNB in a symbiotic framework. Results illustrate varied dyadic patterns of convergent RNB dynamics, demonstrating the effectiveness of the symbiotic solution to achieving behavioral congruence under multiple conditions. Propositions are then presented to predict negotiators’ initial relational behavior, describe dyadic coevolution of RNB in intercultural negotiations and explicate the relevant chronic consequences regarding relational and economic capital.,This paper fills a significant knowledge gap in the extant cross-cultural negotiation literature by addressing dynamic behavioral adaptation through a relational lens. This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.

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走向一致性的动态关系：跨文化谈判的共生解决方案

本文旨在通过为跨文化谈判中的文化适应过程建模提供共生解决方案，从而在谈判研究中提出动态关系的综合观点。基于解决方案共生方法，作者分析了谈判者的联合策略以提出动态的关系。二元关系谈判行为（RNB）的融合既是跨文化谈判中行为一致性的描述框架又是解决方案。作者使用具有人工数据输入的电子表格平台来模拟谈判者之间的各种RNB动态。作者确定了谈判文献中的区域性，静态范式与谈判实践中的关系性，动态现实之间的研究差距，发展现有谈判研究的四种类型，并提出RNB的构建。作者在共生框架中模拟了RNB的二进动力学。结果说明了收敛的RNB动力学的各种二进模式，证明了共生解决方案在多种条件下实现行为一致性的有效性。然后提出了命题，以预测谈判者的初始关系行为，描述RNB在跨文化谈判中的二元协进化，并阐明有关关系和经济资本的相关长期后果。本文通过解决以下问题，填补了现有跨文化谈判文献中的重大知识空白。通过关系镜头进行动态行为适应。