Anne L. Lytle
Melbourne Business School – University of Melbourne
Harold W. Willaby
University of Sydney, Faculty of Science
IACM 2006 Meetings Paper
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.