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Testing a Negotiation Model on Canadian Anglophone and Mexican Exporters

Texas A&M University–Commerce alma_wimsatt{at}tamu-commerce.edu

John L. Graham

University of California, Irvine jgraham{at}uci.edu

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 negotiators’satisfaction. The replication uses two new groups of businesspeople—Canadian Anglophone and Mexican industrial exporters. Similarities and differences in model fit were discovered across the two groups of exporters. Results validated the importance of reciprocity as a social construct in cross-cultural negotiations. The problemsolving behaviors of Canadian and Mexicans were found to be a function of their perceptions of the counterparts’ strategy. Mexicans’ problem-solving behaviors subsequently influenced their expressed satisfaction with outcomes. The impact of bargainer and organizational characteristics varied across the two groups.

Key Words: cross-cultural negotiations • exporters • NAFTA • cooperative problem solving

Journal of the Academy of Marketing Science, Vol. 32, No. 3, 345-356 (2004)
DOI: 10.1177/0092070304266123


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