An empirical inquiry of negotiation effects in cross-cultural joint ventures

Yadong Luo, Oded Shenkar

Research output: Contribution to journalArticlepeer-review

18 Scopus citations


This study addresses the negotiation effect in the context of cross-cultural joint ventures (JV) in a volatile environment. We examined how negotiation variables are linked to the subsequent performance of JV operations. Our analysis of 155 JVs suggests that topic inclusiveness and term specificity are positively related to venture performance. Length of negotiations and government involvement in negotiations have no main effect on performance but moderate the link between term specificity or topic inclusiveness and performance. When length of negotiations is longer or if government involvement is weaker, the performance effect of negotiations becomes stronger. Companies with longer cultural distance from the host country tend to arrange higher term specificity and higher topic inclusiveness to neutralize an unfavorable influence of cultural distance on performance.

Original languageEnglish (US)
Pages (from-to)141-162
Number of pages22
JournalJournal of International Management
Issue number2
StatePublished - 2002


  • Joint ventures
  • Negotiations
  • Performance

ASJC Scopus subject areas

  • Business and International Management
  • Finance
  • Strategy and Management


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