Chapter 23 EXPLAINING AND PREDICTING CULTURAL DIFFERENCES IN NEGOTIATION Michele J. Gelfand, Laura Severance, C. Ashley Fulmer, and May Al Dabbagh We know that people from different cultures bargain differently, but what is it about culture that determines how negotiations unfold? Michele Gelfand, Laura Severance, C. Ashley Fulmer, and May Al Dabbagh demonstrate how the cultural context of the negotiation and the culture of the negotiators affect the interaction. This work identi- fies a number of future directions necessary in order to enhance our understanding of bargaining across cultures. Michele J. Gelfand is Professor of psychology and Distinguished University Scholar Teacher at the University of Maryland, College Park. She has done exten- sive and groundbreaking work on culture and conflict, including bargaining and negotiation. Laura Severance is a PhD candidate at the University of Maryland, College Park. Her research interests include cross-cultural psychology with a focus on the Middle East and conflict management. C. Ashley Fulmer is a PhD candidate OUP UNCORRECTED PROOF – FIRST-PROOF, 04/02/12, NEWGEN 23_Bolton_CH23.indd 332 23_Bolton_CH23.indd 332 4/2/2012 9:11:43 PM 4/2/2012 9:11:43 PM