Testing a Negotiation Model on Canadian Anglophone and Mexican Exporters

In this study, the authors test a previously developed model of negotiations. The structural equations model focuses on the antecedents of problem-solving behaviors and negoti-ators’satisfaction. The replication uses two new groups of businesspeople—Canadian Anglophone and Mexican in-dustrial exporters. Similarities and differences in model fit were discovered across the two groups of exporters. Re-sults validated the importance of reciprocity as a social construct in cross-cultural negotiations. The problem-solving behaviors of Canadian and Mexicans were found to be a function of their perceptions of the counterparts’ strategy. Mexicans ’ problem-solving behaviors subse-quently influenced their expressed satisfaction with out-comes. The impact of bargainer and organizational characteristics varied across the two groups