Integrative 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.

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跨文化背景下的分配/整合谈判策略：美国和意大利的比较研究

综合和分配式谈判策略是实践、教学和研究的关键范式。这些美国制定的谈判原型在世界其他地方是否有效？采用跨文化观点，我们分析了 214 名外国人的样本，他们详细说明了他们在意大利（134 名）和美国（80 名）面临的谈判行为。实施潜在类别分析，我们确定了三个谈判原型集群。我们的研究结果表明，国家是如何预测集群成员的，而这两个群体的独特文化特征有助于解释谈判策略的差异。出现了三个原型：典型的分配型、情感综合型（主要是意大利人）和非个人综合型（主要是美国人）。