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Speaker
Series 2006-2007
Culture and Negotiation
Jeanne M. Brett
DeWitt W. Buchanan Jr. Distinguished
Professor of Dispute Resolution and
Organizations
Kellogg Graduate School of
Management
Northwestern University
Friday, February 2, 2007,
10:00-11:30am
Room 1520
Jeanne M. Brett is the DeWitt W.
Buchanan Jr. Distinguished Professor
of Dispute Resolution and
Organizations and Director of the
Dispute Resolution Research Center
(DRRC) at the Kellogg School of
Management, Northwestern University.
Her Ph.D. is in psychology from the
University of Illinois. Her
current areas of research are cross
cultural negotiations, the
resolution of disputes, and the
performance of multicultural teams.
In 2003 she received the Academy of
Management’s Outstanding Educator
Award.
Abstract:
Current research on culture and
negotiation is following two
approaches: one is the cultural
dimension approach, the other is the
constructivist approach. The
research following the dimensional
approach conceptualizes culture as a
main effect and suggests that
cultural effects are due to a
variety of cultural dimensions of
values, norms, and even
institutional ideologies. The
research following the
constructivist approach
conceptualizes culture as
interacting with context or
individual differences or both to
activate knowledge structures that
direct negotiation behavior.
In this presentation, I will review
the state of theory and research
associated with both of these
approaches, with pauses to
illustrate each from my own
research.
Curriculum Vita
Faculty Page at Northwestern
University
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