Table of Contents

Handbook of Research on Negotiation

Handbook of Research on Negotiation

Elgar original reference

Edited by Mara Olekalns and Wendi L. Adair

Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators’ cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.

Chapter 10: Dignity, Face, and Honor cultures: implications for negotiation and conflict management

Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley

Subjects: business and management, organisational behaviour


Over the past three decades, the culture and negotiation research has contrasted strategy and outcome of negotiations in Western and East Asian cultures (Brett & Gelfand, 2006). There has been little research or theorizing concerning the nature of negotiations in Latino or Middle Eastern cultures. In this chapter, we review the implications for negotiation of theory and research concerning people’s behavior in three types of culture: Honor, Dignity, and Face. We begin by identifying the key elements that distinguish Honor, Dignity, and Face cultures including the historical explanations for why these three types of culture are located in different parts of the world, e.g. Dignity cultures in Western Europe and North America, Face cultures in East and Southeast Asia, and Honor cultures in the Middle East and Latin America. Next, relying on theory and empirical research, we review the implications of these cultural differences for negotiation strategy and outcomes. As there is substantially more research on negotiation in Dignity and Face cultures than in Honor cultures, the implications we draw for negotiations in Honor cultures are decidedly more speculative and therefore ripe for future research.

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