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Intercultural interfirm relationships have become a new challenge for international management. The purpose of this paper is to explore differences in computer‐mediated negotiation behavior between participants who come from nations which differ as regards two major cultural values: individualism and collectivism.

This is an empirical study with a sample containing 170 negotiators with different cultural backgrounds; it comprises content analysis; and multivariate analysis of variance models.

Comparing negotiators from Asian, North American, and European cultures, it is found that people who come from an individualist culture exhibit different negotiation strategies to individuals from a collectivist culture.

Based on the results management may sensitize negotiators in intercultural interfirm relationships to their counterparts' communication strategies.

The paper highlights how negotiators' cultures affect their strategic orientation.

Negotiators from Asia are increasingly confronted with exchange partners from other regions, particularly Europe. The European culture differs from the Asian culture in many regards, one major aspect being distinct levels of power distance (hierarchy versus egalitarianism). The purpose of this paper is to analyze the impact of power distance in electronic negotiations between Asia and Europe.

The paper describes an experimental study with a sample of 126 participants investigating the impact of power distance on strategies applied by Asian and European buyers and sellers in computer‐mediated negotiations.

Significant effects of power distance in electronic negotiations were identified. Culture confirms to play a significant role in negotiations. The results indicate that negotiation schemes differ depending on the cultural dimension power distance in Asia and Europe. In the hierarchical (Asian) culture, sellers show more efforts in negotiations, while buyers apply more power‐related negotiation strategies but also tend to take more responsibility. In contrast, in the egalitarian (European) culture, buyers prefer negotiation behavior spreading power.

First, use of a student sample engaging in a negotiation simulation might restrain the generalizability of the findings. Second, the authors investigated only two cultures in Asia and Europe.

The paper describes an experimental study comparing negotiators from Asia and Europe in order to analyze whether culture plays a significant role in electronic negotiations between Asia and Europe. The authors focus on power distance as the main cultural dimension.

The paper aims to introduce the papers in this special issue which highlight the importance of cooperation in organizations, and outline future research directions.

Conceptual approaches to cooperation in organizations are described and a brief outline is given to each paper in the special issue.

This special issue brings together studies that enhance our theoretical understanding of cooperation, addressing core issues related to the role of cultural differences, virtual communication, team processes, leader behavior, and the impact of norms on cooperation.

Factors that facilitate or hinder cooperation in organizations are highlighted, and suggestions on how to deal with those issues in practice are provided. The papers facilitate understanding of the role of cultural differences, communication, team processes, and leader behavior on cooperation in organizations.

The paper provides an introduction to the special issue.