Human Behavior in Military Contexts (2008) / Chapter Skim
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Culture and Negotiations--Michele J. Gelfand
Culture and Negotiations--Michele J. Gelfand
Pages 85-105
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From page 85... ...
Understanding, predicting, and managing conflict are arguably among the most important challenges facing humans. Fortunately, over the last several decades, scholars across numerous disciplines -- including economics, communication, social psychology, organizational behavior, and political science -- have advanced important insights on the use of negotiation as one way to deal with social conflict (Pruitt and Carnevale, 1993)
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From page 86... ...
In the final section, I highlight some additional research gaps and methodological challenges that warrant attention in future research. CULTURE AND DEAL-MAKING NEGOTIATIONS Following similar distinctions in mainstream negotiation research, cross-cultural research on negotiation has examined negotiator cognition, communication processes, and the role of the social context in negotiations across different national cultures.
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From page 87... ...
, and that identical conflict episodes can be perceived differently across cultures. Using multidimensional scaling, they found that Americans perceived conflicts to be concerned with individual rights and autonomy, whereas Japanese perceived the same conflicts to be concerned with violations of duties and obligations (giri violations)
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From page 88... ...
Far less attention, however, has been given to judgment biases that might be more prevalent in negotiations in other cultures. For example, it seems reasonable to expect that group-serving biases and group fixed-pie biases, and subsequent hypercompetition between groups might be more prevalent in negotiations in collectivistic cultures.
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From page 89... ...
Negotiators from collectivistic cultures use more flexible complementary sequences and are better able to use direct and indirect forms of information exchange than are negotiators from individualistic cultures. In effect, collectivistic negotiators can master both direct and indirect information sharing (i.e., understanding both the meaning of words and the meaning of contexts)
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From page 90... ...
metaphor in Japan) create different goals, scripts, and feelings in negotiation in intercultural contexts, making it difficult to organize social action (Weick, 1969)
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From page 91... ...
Furthermore, at the individual level, Americans with high CQ were found to engage in more culturally non-normative, indirect negotiation behaviors. I return to the importance of understanding additional factors that facilitate intercultural negotiation effectiveness in the last part of this paper.
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From page 92... ...
In intercultural team negotiation contexts, this added layer of cultural complexity could add to frustration among teams from individualistic cultures who have different expectations regarding decision rules in teams. Overall, the research to date suggests that the nature of the social context is a key priority in cross-cultural negotiation research, a point to which I return in the conclusion.
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From page 93... ...
Consistent with a direct, confrontational model, people in individualistic nations prefer to resolve conflicts using their own expertise and training (Smith, Dugan, Peterson, and Leung, 1998) , prefer forcing conflict resolution styles (Holt and DeVore, 2005)
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From page 94... ...
showed that in collectivistic cultures, avoidance can include passive, nonconfrontational strategies, as well as highly proactive strategies that often involve working through third parties. Surprisingly, there is little research on the types of strategies that help mitigate conflict in intercultural disputes.
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From page 95... ...
Future research should continue to examine cultural intelligence, among other personality factors, as well as compare the effectiveness of different types of cultural training and their impact on intercultural negotiation effectiveness. It is unclear, for example, as to which dimensions of CQ are most critical for intercultural negotiation effectiveness and how to best train people to increase their ability to negotiate effectively in intercultural contexts.
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From page 96... ...
Are there cross-cultural differences in the initial stages of negotiation that influence early levels of trust, which provide a foundation for building trust in later stages? One would suspect, for example, that early relationship development is particularly important for trust-building in collectivistic cultures to signal good will.
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From page 97... ...
? Are there cultural differences in time-based cognitive biases that interfere with intercultural negotiations?
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From page 98... ...
. Furthermore, supporting the notion that the self is merged with close others in collectivistic cultures, they found that the MPFC was activated when judging close others among Chinese but not among Western participants.
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From page 99... ...
-- are particularly likely to be cultivated in collectivistic cultures. Dense social ties and networks should also make it relatively easy for positive feedback loops to emerge.
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From page 100... ...
Journal of Applied Social Psychology, 4(2)
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From page 101... ...
. Culture and negotiator cognition: Judgment accuracy and negotiation processes in individualistic and collectivistic cultures.
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From page 102... ...
Journal of Applied Social Psychology, 19, 977-992. Kim, P.H., Ferrin, D.L., Cooper, C.D., and Dirks, K.T.
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From page 103... ...
collectivism to cross-national differences in display rules. Asian Journal of Social Psychology, 1, 147-165.
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From page 104... ...
Cultural differences in using the eyes and mouth as cues to recognize emotions in Japan and the United States. Journal of Experimental Social Psychology, 43, 303-311.
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From page 105... ...
. Neuroactive hormones and interpersonal trust: Interna tional evidence.
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