The determinants of business negotiations in two countries are investigated in a laboratory simulation. One hundred thirty‐eight business people from the United States and 102from Canada (50 anglophones and 52 francophonej 1 )participated in a two‐person, buyer‐seller negotiation simulation. The francophone Canadians'negotiation style was found to be significantly different from that of both the Americans 2 and the anglophone Canadians , while Canadians may look like Americans, sound like Americans, and even act like Americans … many Canadians resent any assumption by Americans that the two societies are identical. Kenneth Freed (1986). Résumé Les facteurs déterminants de négociations commerciales dans deux pays sont étudiées lors d'une simulation en laboratoire. Cent trente‐huit gens d'affaires des Etats‐Unis et 102 provenant du Canada (50 anglophones et 52 francophones) ont participé á une simulation de négociations entre acheteur et vendeur impliquant deux personnes. Le style de négociation des Canadiens francophones s'est avéré considérablement différent de celui des Américains et des Canadiens anglophones.
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Adler et al. (1987) studied this question.
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