© Koninklijke Brill NV, Leiden, 2009 DOI: 10.1163/138234009X12481782336221 International Negotiation 14 (2009) 493–517 brill.nl/iner Perceptions and Strategies in the Negotiation Process: A Cross Cultural Examination of U.S. and Malaysia Kathryn J. Ready* Department of Business Administration, Som324D, Winona State University Winona, MN 55987, USA (E-mail: kready@winona.edu) Mussie T. Tessema** Department of Business Administration, Som323F, Winona State University Winona, MN 55987, USA (E-mail: mtessema@winona.edu) Received 8 October 2008; accepted 12 April 2009 Abstract Tis article examines empirical findings of American (n=457) and Malaysian (n=347) college students regarding their perceptions and strategies utilized in the negotiation process. Several hypotheses compar- ing differences in cross-cultural negotiation styles, perceptions and strategies in negotiation are analyzed. Te findings indicate that Malaysian students (from a collectivist culture) tend to have different negotia- tion perceptions, strategies and styles from those of their American counterparts (from an individualist culture). Specific differences are found in negotiation perceptions, risk taking, individual vs. group orien- tation, support of family culture, skill comfort level and gender differences. Te importance of maintain- ing relationships with the other party during the negotiation was important in both groups, and both groups felt that they were effective negotiators. Te findings extend previous research on cross-cultural negotiation styles with a discussion of specific process and strategy differences. Managerial implications of these findings and future research directions are also discussed. Keywords cross-cultural; intercultural; Malaysian-American; negotiation; gender differences Negotiation is essential in many business activities including selling, purchasing, staffing and contractual relationships. As observed by Levinson, Smith and Wilson (1999), negotiation creates and maximizes opportunities for individuals in business, at the market, and with co-workers. Research has demonstrated that * ) Kathryn J. Ready has a PhD in business administration and has published several articles on manage- ment pedagogy and strategic, cross-cultural and labor relations issues. ** ) Mussie T. Tessema has a PhD in management and has published several articles on human resources and management issues.