Temporality in Negotiations: A Cultural Perspective

This paper discusses national differences in the interpretation of time in mixed motive decision contexts, such as negotiation. Specifically, we consider how members of different national cultures (Portugal, Turkey, and the United States) experience temporality in these situations. We argue that cultural temporality such as polychronicity, future orientation, and uncertainty avoidance form part of a broader national environment. The national environment is also expressed in national stability factors such as legal systems, family ties, and homogeneity of populations. We propose that temporality and stability aspects of national environment determine negotiation paradigms, which subsequently influence temporality in negotiations. We conclude by suggesting that inclusion of complex and interdependent national environment factors in the study of negotiation has the potential to substantially advance our understanding of mixed motive decision situations.