DIGNITY, FACE, AND HONOR CULTURES: A STUDY OF NEGOTIATION STRATEGY AND OUTCOMES IN THREE CULTURES

This study compares negotiation strategy and outcomes in Western, East Asian, and Middle Eastern cultures. Hypotheses predict cultural differences in negotiators' aspirations, use of strategy and outcomes based on the implications of differences in self-worth and social structures in dignity, face, and honor cultures. Hypotheses were tested with data from a face-to-face negotiation simulation. Participants were intracultural samples from the U.S. (dignity), China (face), and Qatar (honor). The empirical results provide strong evidence for the predictions concerning the reliance on more competitive negotiation strategies in face and honor cultures relative to dignity cultures.