Negotiation is a crucial tool for resolving a dispute. The outcome of every negotiation relies heavily on
the negotiation strategies of the parties involved, the exchange of information and their characters
during the negotiation process. Considering distributive approach, the negotiators are more interested
in the maximization of personal achievements as they are not concern in collective or joint success with
their partners. One of the key requirements for the integrative strategy is cooperation between the
negotiators while distributive strategy is purely for a competitive approach. These two types of
strategies distributive and integrative are in relation to the behavior and attitudes negotiators normally
display in a negotiation table: cooperative and competitive. The reason why negotiators commonly
used cooperative and competitive strategies are mentioned in this paper, distributive and integrative
strategies are also summarized. Follow by possible solution of overcoming the negotiation challenges
is discussed.
Trait and cultural psychology perspectives on cross-role consistency and its relation to adjustment were examined in 2 individualistic cultures, the United States (N=231) and Australia (N=195), and 4 collectivistic cultures, Mexico (N=199), the Philippines (N=195), Malaysia (N=217), and Japan (N=180). Cross-role consistency in trait ratings was evident in all cultures, supporting trait perspectives. Cultural comparisons of mean consistency provided support for cultural psychology perspectives as applied to East Asian cultures (i.e., Japan) but not collectivistic cultures more generally. Some but not all of the hypothesized predictors of consistency were supported across cultures. Cross-role consistency predicted aspects of adjustment in all cultures, but prediction was most reliable in the U.S. sample and weakest in the Japanese sample. Alternative constructs proposed by cultural psychologists--personality coherence, social appraisal, and relationship harmony--predicted adjustment in all cultures but were not, as hypothesized, better predictors of adjustment in collectivistic cultures than in individualistic cultures.