Relational Construal in Negotiation
Propositions and Examples from Latin and Anglo Cultures1
Bibliographic Data
| ID | 12618281 |
|---|---|
| Authors | Jimena Y Ramirez‐Marin (0000-0002-9616-3220, Universidad de Sevilla, corresponding author), Jimena Y Ramirez-Marin (1Universidad de Sevilla San Fernando 4, 41004 Seville Spain, Email: [email protected]), Jeanne M Brett (0000-0002-0882-224X, 2Northwestern University, Kellogg School of Management 2001 Sheridan Road, Evanston, IL 60208 USA, Email: [email protected]) |
| Year | 2011 |
| Volume | 16 |
| Issue | 3 |
| Pages | 383-404 |
| Publication date | 2011-01-01 |
| Open Access | No |
| Type | ARTICLE |
| Venue | International Negotiation (JOURNAL) |
| Journal identifiers | ISSN: 1382-340X • E-ISSN: 1571-8069 |
| Publisher | Brill (PUBLISHER • NL) |
| DOI | 10.1163/157180611x592923 |
| OpenAlex | W2010960521 |
| Language | EN |
| Citations received | 3 |
In certain cultures, relationships are the reason for negotiation. In this article, we offer a rationale regarding why relationships have more or less salience across cultures. We present psychological, economic and sociological factors that explain the reasons for negotiating relationally. Propositions are made as to how cultural construal about relationships influences offers, targets and limits, negotiation strategy and, ultimately, economic and relational outcomes. Our major explanatory construct is new: cultural consensus about relationships. This construct is grounded in well developed theory of self construal and new empirical research showing the utility of measures of consensus in explaining cultural differences in behavior. With this theoretical contribution, we join the group of scholars who are advocating that more attention should be paid to negotiators’ subjective evaluations of the social and emotional consequences of negotiation
Cognitive psychology · Construal level theory · Construct (python library · Economics · Empirical research · Epistemology · Interdependence · Negotiation · Negotiation theory · Positive economics · Salience (neuroscience · Social science · Sociology · Cultural Differences and Values · International Student and Expatriate Challenges · Psychology · Social Psychology
| Citations per year | 0.27 |
|---|---|
| Citation span | 2015 - 2020 (6) |
| Highly cited | No |