Mexico and the United States: Common Border, Common Negotiating Orientations

摘要

With a growing cadre of people conducting business across the U.S.-Mexico border, there is a need for information about the negotiation orientations they are likely to encounter. While information on negotiating orientations is available, it is often anecdotal, stereotyped, and contradictory. Empirical work that systematically compares Mexico and the United States across a range of negotiating dimensions is scarce. We have clarified, refined, and operationalized 12 negotiation dimensions in a comprehensive conceptual framework proposed over 20 years ago by Weiss and Stripp (1985). Our findings suggest that U.S. and Mexican negotiators may have more in common than they think and that negotiation orientations in both countries may run counter to conventional wisdom.