Entrepreneurial Negotiations: An Exploratory U.S.--China Perspective‪.‬

ABSTRACT Negotiation research generally focuses on what transpires at the table, by-passing the crucial pre-negotiation phase. This introductory work has one central objective- to explore the relative importance of the pre-negotiation, active negotiation and post-negotiation phases in the minds of entrepreneurs from different parts of the world. Results from this exploratory study show no differences when comparing U.S. and Chinese small business owners across the three negotiation phases, even when the groups were anticipating a highly competitive or collaborative encounter.