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Executive Summary
This article reports findings from a cross-cultural study that systematically examined the relationship between negotiation styles and cultures of Asian managers. In contrast to most of the prior studies, this study examined negotiation styles of managers working in a multicultural, multiethnic environment within a national entity. A validated instrument to measure negotiation styles was used on a group of 600 managers, and they represented the major cultural/ethnic groups in Singapore: Chinese, Malays, and Indians. Descriptive, univariate, and multivariate analyses were used to identify the negotiation styles used by each cultural group and to capture the intercultural dimensions of the relationship. Empirical findings show that culture/ethnicity significantly influences the negotiation styles of Asian managers from the major cultural groups. Interesting differences were found among the Chinese, Indian, and Malay managers in their use of negotiation styles. Implications for research and practice are also discussed. © 2002 Wiley Periodicals, Inc.
INTRODUCTION
The study of cultural diversity, especially management in a multicultural environment, has been an area receiving increasing attention in the world today. The fields of cross-cultural management and cultural analysis have recently become focused on practical concerns over when people from different cultures meet. Over the years, cross-cultural encounters have become ever more frequent in a world where trade, migration, the media, and travel are pushing people and governments to confront and accommodate cultural and ethnic diversity (Naisbitt & Aburdenein, 1990). The influence of cultural diversity on international business negotiation will continue to increase in importance as a result of the liberalization of markets worldwide and cross-border mergers and acquisitions.
When international migration became commonplace in the 20th century, countries like the United States, Australia, and Canada experienced an influx of foreign citizens from Europe, Africa, Asia, and Latin America. Today, these countries have multiethnic, multicultural populations consisting of significant minorities of Italians, Spanish and other Hispanics, African-Americans, Chinese, Vietnamese, Indians, and other ethnic groups. In the Asia-Pacific region, multiethnicity and multiculturalisrn are prevalent in countries like Australia, Malaysia, and Singapore.
SINGAPORE'S MULTICULTURALISM AS RESEARCH CONTEXT
Singapore, one of Asia's most dynamic economies, has consistently been ranked one of the most competitive nations in the world, with a worldclass infrastructure and high standard of living that is comparable to developed countries such as...