The culture-negotiation link
Integrative and distributive bargaining through an intercultural communication lens
Bibliographic Data
| ID | 2269876 |
|---|---|
| Authors | Le Drake (University of Maryland, College Park, corresponding author) |
| Year | 2001 |
| Volume | 27 |
| Issue | 3 |
| Pages | 317-349 |
| Publication date | 2001-07-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Human Communication Research (JOURNAL) |
| Journal identifiers | ISSN: 0360-3989 • E-ISSN: 1468-2958 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1111/j.1468-2958.2001.tb00784.x |
| OpenAlex | W1976192427 |
| Language | EN |
| Citations received | 13 |
| References cited | 95 |
Scholars have only recently begun to assess the strength with which culture affects negotiator communication, as compared with contextual or structural features of business negotiations. Although prior studies reveal important cross-cultural differences in national negotiating style, they may not help us understand intercultural (mixed-culture) settings. The crucial question is how heavily are international negotiators influenced by their own cultural values? When negotiating with a culturally disparate partner, what are the separate and cumulative effects of culture and contextual variables on negotiator communication? To answer these questions, the effect of culture (here, individualism-collectivism) on integrative (information exchange) and distributive (fixed-sum errors) negotiating is assessed in 32 intercultural dyads. In addition, the contextual effects of role (buyer vs. seller), preconceptions about negotiating (anticipated competition), and mutual adaptation (interdependence in information exchange) are examined. Preliminary results suggest that role requirements influence negotiators more heavily than culture. Supplemental analyses point to some potentially interesting buyer-seller differences and suggest that information exchange is more a function of reciprocity than of cultural values
Link (geometry · Negotiation · Social science · Sociology · Computer Science · Conflict Management and Negotiation · Cultural Differences and Values · Innovation and Knowledge Management · Psychology · Social Psychology
Unlocking the mindsets of Government Affairs Managers
Information and nonmarket strategy
Getting to Yes in the cross-cultural-context
Bidirectional Relationship Progression in Buyer–Seller Negotiations
Ethically Questionable Negotiation Strategies in South Asia
Business communication as cultural text
Individualism–collectivism and business context as predictors of behaviors in cross-national work settings
Collaborative Interaction
Testing the Role Effect in Terrorist Negotiations
The Impact of National Business Cultures on Large Firm Lobbying in the European Union
Conflict style differences between individualists and collectivists
Turning points and dialectical interpretations of immigrant experiences in the United States
Cross-Cultural Organizational Behavior
Research in Organizational Behavior
The social psychology of bargaining and negotiation
A behavioral theory of labor negotiations
A Collective Fear of the Collective
The measurement of the etic aspects of individualism and collectivism across cultures
Prospect Theory
Indigenous psychologies
Marital interaction
Language, Communication and Culture
Gendered Lives
Chinese Conflict Preferences and Negotiating Behaviour
Cross-Cultural Interaction
Rethinkin the Study of Fear Appeals
Reciprocity in negotiations
Compliance‐gaining message strategies
Individual and cultural influences on uncertainty reduction
Individual‐vs. culture‐level dimensions of individualism and collectivism
The impact of construct system development on communication and impression formation in persuasive contexts 1
Cultural influences on the preferred forms of requesting and re‐requesting
The relationship between individuals' self-construals and perceived importance of interactive constraints
A theoretical framework for the more efficient construction of culture assimilators
Interaction involvement and patterns of topical talk
The Shortened lndividualism-Collectivism Scale
Individualism and collectivism
Collectivismndividualism in everyday social life
Information exchange in negotiation
Horizontal and Vertical Dimensions of Individualism and Collectivism
Negotiation as a Learning Process
Strategic Interaction and Conflict
Effects of trust, aspiration, and gender on negotiation tactics
Collectivism-individualism in everyday social life
The lens of personhood
Development of integrative solutions in bilateral negotiation
Social interaction basis of cooperators' and competitors' beliefs about others
Adaptation in Dyadic Interaction
Individualism and collectivism
The self and social behavior in differing cultural contexts
The Between and Within of Cross-Cultural Research
The Resolution of Conflict
Buyer-Seller Negotiations Around the Pacific Rim
Towards a theory of interpersonal accommodation through language
Smart Bargaining. Doing Business With the Japanese
Indigenous Psychologies
Individualism-Collectivism and Pyschological Needs
Some Determinants of Conflict Avoidance
Cultural Collectivism and Distributive Behavior
Individualism-Collectivism
Culture in the context of intercultural negotiation
Culture, Self, and Collectivist Communication Linking Culture to Individual Behavior
Relational Development as Negotiated Order in Hostage Negotiation
| Unique citing works | 13 |
|---|---|
| Citations per year | 0,54 |
| Citation span | 2002 - 2023 (22) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 12 |