BUSINESS NEGOTIATIONS IN CANADA, MEXICO, AND THE UNITED STATES.

The article presents information about the major gaps in the empirical literature on business negotiations in Canada, Mexico and the U.S. The importance of these groups rests in the high volume and the value of economic interactions among these three economies. Mexico is U.S.' third most important trading partner, with two-way merchandise trade amounting to $30 billion in 1984. Canada is the largest trading partner of the U.S. Because researchers often find outcomes of business negotiations difficult to measure and compare, negotiator satisfaction is important, measured both on the interpersonal level and within the context of the organization. The specific hypotheses begin with common assumptions that French speakers will be more contextual and thus more interested in the setting of negotiations than the English speakers. The authors establish a set of predetermined goals that are used to frame the expectations of each party in a negotiation. The authors also conclude that competitive bargaining determines the outcomes of negotiations between and among English-speaking negotiators, regardless of their nationality. Clearly, issues associated with cultural factors influencing international negotiations are pivotal to international business operations.