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This study compares negotiation strategy and outcomes in countries illustrating dignity, face, and honor cultures. Hypotheses predict cultural differences in negotiators' aspirations, use of strategy, and outcomes based on the implications of differences in self‐worth and social structures in dignity, face, and honor cultures. Data were from a face‐to‐face negotiation simulation; participants were...
We examined the effects gender and moral identity on collaborative behavior among Face (Chinese) and Dignity (Canadian) cultures. 105 participants engaged in a dyadic intracultural interaction via the Fire Sim computer game. Each participant was assigned a village and was tasked to protect the village from seasonal fires. Participants had the option of requesting or providing help to the neighboring...
We examine how sacred values, or fundamental beliefs that reflect moral norms, and national culture interact to influence perceptions in cross-cultural negotiation. Perceptions formed toward a negotiator can subsequently affect decision-making, cooperative behavior, outcomes and reputations. Caucasian-American and South Asian-Indian observers viewed an intercultural negotiation with a negative, distributive...
Prior research shows variation in helping behavior across culture due to cultural differences in values, perceptions, and motivations [12]. Our study extends on past research by examining how culture and fusion with one's culture influences helping behavior (help request and help given) when interacting with a cooperative versus non-cooperative counterpart. Canadian, Chinese and Indian participants...
It has been documented in the social sciences that cultural factors affect how people negotiate and behave in negotiations. Despite the importance of culture in the business world and politics, there is a lack of computational models that help to analyze how cultural factors affect negotiation. Moreover, while many negotiations take place between teams, there is a dearth of computational models for...
Stereotypes are cognitive schemas that influence our perception, beliefs and behavior toward members of a social group [12]. While culture is a salient social group characteristic and an important contextual cue for schema activation [27], there is limited research on cultural stereotypes and perception change in international negotiations. Thus, we examined perception formation and perception change...
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