Posted: February 1st, 2023

Negotiation Strategies Across Western and Non-Western Cultures

1. Paper’s topic: The link between culture and negotiation will be dissected in the literature review. More specifically, I will first gloss over and explain the two levels of conceptualization (i.e., individual-level and cultural group) to study culture’s effects on negotiation. Afterwards, I will use the group-level perspective of culture to review how culture influences negotiators’ *strategic behavior* (i.e., confrontational styles, motives, norms, use of integrative vs. distributive strategies) across Western and *non-Western* cultures.

Regarding the variable “strategic behavior,” I have chosen it because there seems to be a lot of literature on it. At first, I had chosen to write about negotiators’ emotion processes, so you might also want to take a look at that if that’s easier to write about / if there’s more research on it.

Regarding “non-Western” cultures, I am not comfortable with its broadness, so if there is enough literature on, for instance, Asian cultures, go for Western vs. Asian. Or Western vs. Arab. Whatever has more literature on it and would help the paper reach 5,000 words.

2. Instructions: How to Structure the Literature Review Paper

This is an approximately 5000 word paper about negotiation across cultures, drawing from research in cross-cultural psychology and cross-cultural management.

Help write my thesis – APA-style title page: The title page should contain the title of the paper, name and affiliation. It should be clear in your mind what the topic area is; the topic you choose should be reflective of what you intend to discuss. (Tip: Come up with your title after having a comprehensive understanding of the research area and after finalizing your paper.) Include the page header with the page number on the top of the paper. For more information about the format of the paper, use the 6th edition of the Help write my thesis – APA manual, or the following link: https://owl.english.purdue.edu/owl/resource/560/01/.

Help write my thesis – APA-style Abstract: Your abstract should contain your research topic, a concise summary of the key points of your paper, and your conclusion. Your abstract should be a single paragraph (do not indent) double-spaced and should not exceed 120 words. (It is better to write your abstract after finalizing your paper).

Help write my thesis – APA-style Main Body

Your paper should be structured like an hourglass… You start with a broad introduction into your topic, then narrow down into answering specific questions, and conclude with broad conclusions and implications.

a. Introduction: You might be tempted to start off your paper like a story. Do not. State exactly what you want to tackle in the first 2-3 sentences, and then continue the introduction. In the introduction section, you focus on explaining why the question is important, summarizing the history of the question, and describing previous theories and statistics that are relevant to the topic of interest. The introduction might be 1-2 pages long.

b. Review of Literature: This is where the information that you are providing to answer the questions you presented in the introduction. It is the longest part of your paper, usually 15- 20 pages. Here you will describe the theories, the research, the discussion of the different concepts, opposing views, how studies are related to one another, etc. The main issue is how to link together this information into a coherent whole. Make sure paragraphs are related to one another and each paragraph explains one important point. Make your statements clear and not too long. Avoid rhetorical questions and irony. Use some quotations that you think are really important and conveys strong evidence for your discussion, but do not overuse quotations. Make sure your reasoning is evidence based. Personal opinions, narratives and experiences should be avoided. This section knits together theories and results from a number of studies to describe the “big picture” of your topic. Do not let this part consist of listing study after study by summarizing the content of each study; this will result in a poorer paper. Your literature review paper must integrate information from various studies in cross-cultural psychology to support an idea and must not be a string of studies.

It should be structured as such: Idea X (Description/integration/discussion of several research papers supporting it), and then idea Y (Description/integration/discussion of other research supporting it). For example, do not write: Smith (2015) studied the effect of sleep deprivation on 150 undergraduate students at a large midwestern university administering self report questionnaires about sleep and found x, y,z. Jones (2013) also studied the effect of sleep deprivation on 200 graduate students and found that it impairs X,Y,Z. Do write: Several studies (e.g. Jones, 2013; Smith, 2015) indicate that chronic sleep deprivation appears to impair x,y,z functioning among both graduate and undergraduate students. However, these studies have been critiqued because they used self-reports instead of objective measures. This caveat was addressed by more recent studies on …….

Help write my thesis – APA-style Conclusion: Provide a brief summary of the important points that you discussed in the body of your paper. Restate how they answer the question of interest but do not introduce new ideas. You can highlight gaps in the literature and future directions for research.

Help write my thesis – APA-style References: There is no limit for the number of references you can use. The more the references the more information you have about your topic. The majority of the references should be from peer-reviewed journal articles (except if you are citing a statistic about child abuse from a report for example). You can also use references from edited books and handbooks. Avoid internet sources by all means. References should also be recent (2011 and onwards) as much as possible. Do not forget to include in-text citations. Visit the following link for more information about Help write my thesis – APA format: https://owl.english.purdue.edu/owl/resource/560/06/.

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