Department of Psychology2024-11-0920061090-951610.1016/j.jwb.2006.08.0042-s2.0-33751076325http://dx.doi.org/10.1016/j.jwb.2006.08.004https://hdl.handle.net/20.500.14288/8273In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221-235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both between and within cultures were revealed at a level of complexity not found in previous empirical studies. (c) 2006 Elsevier Inc All fights reserved.BusinessJournal Article1878-5573242307300008Q111239