International Journal of Conflict Management
Getting to Yes in the cross-cultural-context: ‘one size doesn’t fit all’ – a critical review of principled negotiations across borders
This paper finds that research does not support the assumed universality of the method of Getting to Yes and its single principles. Instead, a dichotomy of the four principles’ applicability along the Individuality dimension of Hofstede was found. Hence, the western orientation of Getting to Yes is reality. Further, some patterns allow predictions of how negotiations in non-western countries can be prepared.
Practical implications
Practitioners should apply Getting to Yes with caution, if at all, in a non-western environment. For the teaching of negotiations, alternative approaches for conducting negotiations in the non-western world are needed.
