Culture in the Context of Intercultural Negotiation: Individualism-Collectivism and Paths to Integrative Agreements.

By Deborah A. Cai, Steven R. Wilson, Laura E. Drake. 2000

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Conflict style differences between individualists and collectivists (2002, background): “Cai et al. (2000) argue that by seeking participants from a variety of nations, stronger conclusions can be made about the causal effects of collectivism.”
The relationship between cultural values, cultural intelligence and negotiation styles (2019, unknown): “Given the fact that collectivistic individuals think “we” and behave in favor of their group, this orientation is crucial in fostering integrative, i.e., cooperative negotiations (Cai et al., 2000; Caputo, 2016; Traavik, 2011).”
Tension and trust in international business negotiations: American executives negotiating with Chinese executives (2006, unknown): “…logistical difficulties of bringing large numbers of participants together from different countries, only a few studies have addressed intercultural negotiations in laboratory settings (e.g., Adler and Graham, 1989; Brett and Okumura, 1998; Pornpitakpan, 1999; Cai et al., 2000; Adair et al., 2001).”
Cross-cultural organizational behavior. (2007, background): “Negotiator roles are more important for negotiation outcomes in hierarchical cultures (e.g., Japan) than in egalitarian cultures (Kamins et al. 1998; see also Cai et al. 2000).”