A Cultural Perspective on Negotiation: Progress, Pitfalls, and Prospects
نویسندگان
چکیده
Cet article passe en revue les vingt dernieÁ res anne es de recherche sur la culture et la ne gociation et pre sente les progreÁ s qui ont e te faits, les pieÁ ges dont il faut se de fier et les perspectives pour de futurs travaux. On a remarque que beaucoup de recherches avaient tendance aÁ suivre ces deux modeÁ les implicites: (1) l'influence de la culture sur les strate gies et l'aboutissement de la ne gociation et/ou (2) l'interaction de la culture et d'autres aspects de la situation imme diate sur les re sultats de la ne gociation. Cette recherche a porte sur un grand nombre de cultures et a mis en e vidence plus d'un modeÁ le inte ressant. Nous signalons cependant trois pieÁ ge caracte ristiques de cette litte rature, pieÁ ges qui nous ont handicape s. Tout d'abord, la plupart des travaux se satisfont de de nominations ge ographiques pour de signer les cultures et il est par suite souvent impossible de de terminer les dimensions culturelles qui rendent compte des diffe rences observe es. Ensuite, beaucoup de recherches ignorent les processus psychologiques (c'est-aÁ -dire les motivations et les cognitions) qui sont en jeu dans les ne gociations prenant place dans des cultures diffe rentes si bien que nous apprenons peu de choses aÁ propos de la psychologie de la ne gociation dans des contextes culturels diversifie s. On se heurte ainsi aÁ une « boõà te noire » que les travaux sur la culture et la ne gociation se gardent ge ne ralement d'ouvrir. Enfin, notre travail n'a recense qu'un nombre restreint de variables situationnelles imme diates intervenant dans des ne gociations prenant place dans des cultures diffe rentes; notre compre hension des effets mode rateurs de la culture sur la ne gociation est donc limite e. Nous proposons un troisieÁ me modeÁ le, plus complet, de la culture et de la ne gociation, pre sentons quelques donne es re centes en sa faveur et esquissons quelques perspectives pour l'avenir.
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