Intracultural and Intercultural Negotiations

25 Pages Posted: 14 Jun 2006

See all articles by Anne L. Lytle

Anne L. Lytle

Melbourne Business School - University of Melbourne

Harold W. Willaby

University of Sydney, Faculty of Science


While previous studies have provided support that norms around or frequencies of tactics are related both to cultural values and to negotiated outcomes (Adair, Brett, Lempereur, Okumura, Shikhirev, Tinsley, & Lytle, 2004; Lytle, 1994), several theorist have suggested that since the negotiation process develops and changes over time, negotiation process theory should be concerned with the evolution of communication patterns rather than mere frequencies of tactical behaviors (Gray, 1991; Gray, Purdy, & Bouwen, 1990; Putnam, 1990; Putnam & Holmer, 1992; Putnam, Turner, Waltman, & Wilson, 1985). This study seeks to examine the dynamic tactical exchange in negotiation process, manifested in patterns of tactics during different negotiation phases, across different intracultural and intercultural dyads. While the actual outcomes achieved may not always be highly distinguishable across cultures (Brett, 1998; Adair et al, 2004), the dynamic processes leading to outcomes may highlight important differences and potential areas to improve intra and intercultural negotiation outcomes.

Keywords: negotiation process, culture, negotiation tactics

Suggested Citation

Lytle, Anne Louise and Willaby, Harold W., Intracultural and Intercultural Negotiations. IACM 2006 Meetings Paper. Available at SSRN: or

Anne Louise Lytle (Contact Author)

Melbourne Business School - University of Melbourne ( email )

200 Leicester Street
Carlton, VIC 3053
+614-402-336-723 (Phone)
+612-9904-4646 (Fax)

Harold W. Willaby

University of Sydney, Faculty of Science ( email )

Peter Nicol Russell (PNR) Building J02
Sydney, NSW 2006

Register to save articles to
your library


Paper statistics

Abstract Views
PlumX Metrics