The Influence of Individualism / Collectivism on Mexican and U.S. Business Negotiation

This paper provides empirical evidence that tests prevailing ideas about how Mexican and US negotiators are likely to behave according to the individualist/collectivist model of cultural variation. Content analysis (Walcott and Hoppman’s Bargaining Process Analysis) methodology was used to analyze transcripts of Mexican and US negotiation simulations and to examine which Bargaining Process Analysis dimensions characterize US and Mexican (in-group) business negotiation. This paper demonstrates that Mexican negotiators may choose different behavioral dimensions than US negotiators when negotiating