Culture in the context of intercultural negotiation
Individualism-collectivism and paths to integrative agreements
Datos Bibliográficos
| ID | 2269862 |
|---|---|
| Autores | Da Cai (0000-0002-7829-2512, University of Maryland, College Park), R Wilson (0009-0007-6069-2423), Wilson (0000-0003-4713-7760), Steven R Wilson (0000-0001-5694-3882, Purdue University West Lafayette), SR Wilson, Le Drake (University of Maryland, College Park) |
| Año | 2000 |
| Volumen | 26 |
| Número | 4 |
| Páginas | 591-617 |
| Fecha de publicación | 2000-10-01 |
| Peer Reviewed | Sí |
| Open Access | Sí |
| Tipo | ARTICLE |
| Revista | Human Communication Research (JOURNAL) |
| Identificadores de la revista | ISSN: 0360-3989 • E-ISSN: 1468-2958 |
| Editorial | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1111/j.1468-2958.2000.tb00770.x |
| OpenAlex | W2071865316 |
| Idioma | EN |
| Citas recibidas | 17 |
| Referencias citadas | 44 |
This study explores culture's effect on behaviors and outcomes in intercultural negotiation and examines how those effects are moderated by role. Eighty U.S. and international students took part in a previously developed negotiation task (Pruitt, 1981) and completed Hui and Triandis's (1986) individualism-collectivism (INDCOL) scale. Negotiation interactions were coded for information sharing, offers, and distributive tactics. Findings show that a negotiation dyad's collectivism is positively associated with higher joint profit. The effects of culture on both communication behaviors and joint outcomes, however, differ by role of the negotiator. In particular, seller collectivism has larger and more consistent effects on communication behavior and joint profit than buyer collectivism. Results support a 'culture in context' perspective of negotiation that takes into account negotiator qualities, contextual and structural features of the negotiation, and mediating processes in addition to cultural values
Collectivism · Context (archaeology · Dyad · Individualism · Individualistic culture · Negotiation · Political science · Sociology · Conflict Management and Negotiation · Cultural Differences and Values · International Student and Expatriate Challenges · Psychology · Social Psychology
Getting to Yes in the cross-cultural-context
Examining the impact of Culture's consequences
Active Listening in Integrative Negotiation
Information and nonmarket strategy
Bidirectional Relationship Progression in Buyer–Seller Negotiations
Influences of Culture on Self-Disclosure as Relationally Situated in Intercultural and Interracial Friendships from a Social Penetration Perspective
Value orientations as predictors of cultural and business impact
Conflicting social motives in negotiating groups
Collaborative Interaction
Cultural Variations in the Reasons People Provide Avoidance Support
Cultural theory and conflict management in organizations
The Impact of National Business Cultures on Large Firm Lobbying in the European Union
Conflict style differences between individualists and collectivists
Cross-Cultural Organizational Behavior
The Intrapersonal and Interpersonal Effects of Anger on Negotiation Strategies
The culture-negotiation link
Colloquy
Statistical principles in experimental design.
Integrative bargaining in a competitive market
Social Conflict
Power-Dependence Relations
Communication Yearbook 26
Cross-Cultural Interaction
Interaction Goals in Negotiation
A cross‐cultural comparison of implicit theories of requesting
Reciprocity in negotiations
The Shortened lndividualism-Collectivism Scale
Toward an "Intent" Model of Conflict Management Among Principal Parties
Information exchange in negotiation
Strategic Interaction and Conflict
Development of integrative solutions in bilateral negotiation
Individualism and collectivism
Conflict Resolution Tactics in Japan, India, and the USA
Buyer-Seller Negotiations Around the Pacific Rim
Individualism-Collectivism
Individualism-Collectivism
Cross-Cultural Comparisons
| Obras citantes distintas | 17 |
|---|---|
| Citas por año | 0,65 |
| Intervalo de citas | 2000 - 2025 (26) |
| Velocidad de citación | recent |
| Altamente citado | No |
| Tipos de cita | Neutras: 16 |