Cross-cultural negotiations between Japanese and American businessmen: A systems analysis (exploratory study)

The Relationships, Behavior, and Conditions (R B C) negotiation framework is a new, robust, process-oriented structure incorporating multidimensional criteria. This theory is the latest of several frameworks characterizing the study of cross-cultural negotiation.; This paper is an exploratory test of this framework in the context of two-person zero-sum simulated negotiation between Japanese businessmen and American salesmen, both living and working in the United States. The integration of structural (game theory) and process theories (R B C) into a dynamic systems model seeks to better understand the nature of complex international negotiations. Advanced statistical techniques, such as structural equation modeling are useful tools providing insight into these negotiation dynamics.; The findings of this research support the hypothesis that structural equations are useful tools to build and test partial R B C models. The research also supports the use of the R B C framework as a conceptual setting in which to conduct cross-cultural negotiation research (in the context of a two-person zero-sum game).; Game theory has recently re-emerged as a useful theory across a number of disciplines, both in behavior sciences and in the analysis of physical systems. The findings of this study support the use of game theory in cross-cultural negotiation research.; The use of sophisticated statistical techniques such as structural equation modeling and game theory is becoming increasingly more important, and traditional techniques are known to be limited, particularly in the context of cross-cultural behavioral studies. The successful use of these advanced techniques in the research will hopefully contribute to their expanded use by other researchers.; While microcomputer software makes this statistical power available to all researchers, the proper use of these techniques is important to insure reliable and valid results. Future research will hopefully expand both the breadth and depth of the concepts described and tested in this study.