| This doctoral dissertation addresses the importance of the cultural dimensions of individualism-collectivism and face concerns (self versus others) in predicting outcomes in negotiation choices. This research employs the use of scenarios to determine negotiation choices such as distributive choices, which are win-lose in nature or an integrative choice which are win-win in nature.;After surveying a student population of 152 at a large Midwestern urban university, this sample included 97 American students and 55 international students. The international student population was predominantly Asian.;The unit of analysis for measuring individualism-collectivism was at the individual level. Through the use of logistic regression models addressing the aggregate sample, American sample, and non-American samples respectively, statistically this model failed to support all hypotheses, however, the study, did confirm findings in the distributive model as demonstrated in two scenarios in U.S. sample set respectively. These findings suggests that people who are collectivistic and concerned with self-face will choose a distributive or win-lose negotiation outcome and individualists concerned with other face would choose an outcome which was integrative, or win-win. These findings were not supported in the international student sample set. |
