This paper proposes a framework where the role of culture is examined throughout the negotiation process. The outcomes of cross-cultural negotiation tend to be distributive. Culture is a source of this problem. To be examined, the negotiation has to be separated in three phases: antecedent,...

Researchers and practitioners have long regarded narcissism as a dysfunctional personality type that engages in self-defeating and competitive conflict behaviors. Boulding (1965) defined conflict as incompatible activities or perceptions occurring between individuals or groups such that ones...

Business is internationalizing and the Canadian population is getting more culturally diverse. Conflict due to cultural differences may rise in interpersonal as well as business negotiations. Negotiators may also not see the benefits that a more cooperative negotiation strategy would bring....

The term “cultural mosaic” reflects Canadian social ideology regarding multiculturalism. Unlike a “melting pot” that emphasizes blending and abandonment of cultural heritage, a cultural mosaic describes a society in which cultural groups live and work together maintaining their unique...