When an Intercultural Business Negotiation Fails: Comparing the Emotions and Behavioural Tendencies of Individualistic and Collectivistic Negotiators

详细信息    查看全文

• 作者：Harri T. Luomala (1)
  Rajesh Kumar (2)
  J. D. Singh (3)
  Matti Jaakkola (4)
  
  1. Department of Marketing ; University of Vaasa ; P.O. Box 700 ; 65101 ; Vaasa ; Finland
  2. Menlo College ; 1000 El Camino Real ; Atherton ; CA ; 94027 ; USA
  3. International Management Institute ; B-10 Qutab Instutional Area ; Tara Crescent ; New Delhi ; 110016 ; India
  4. Marketing Group ; Aston Business School ; Aston Triangle ; Birmingham ; B4 7ET ; UK
  
• 关键词：Culture ; Individualism ; Collectivism ; Emotion ; Business ; Negotiation
• 刊名：Group Decision and Negotiation
• 出版年：2015
• 出版时间：May 2015
• 年：2015
• 卷：24
• 期：3
• 页码：537-561
• 全文大小：266 KB
• 参考文献：1. Adair, WL, Brett, JM (2005) The negotiation dance: time, culture, and behavioral sequences in negotiation. Organ Sci 16: pp. 33-51 CrossRef
  2. Adair WA, Okumura T, Brett JM (2001) Negotiation behavior when cultures collide: the US and Japan. J Appl Psychol 86(3):371鈥?85
  3. Adair, WA, Taylor, MC, Tinsley, CH (2009) Starting out on the right foot: negotiation schemas when cultures collide. Negot Confl Manag Res 2: pp. 138-163 CrossRef
  4. Adam, H, Shirako, A (2013) Not all anger is created equal: the impact of the expresser鈥檚 culture on the social effects of anger in negotiations. J Appl Psychol 98: pp. 785-798 CrossRef
  5. Allred, KG Anger and retaliation: toward an understanding of impassioned conflict in organizations. In: Bies, RJ, Lewicki, RJ, Sheppard, BH eds. (1999) Res Negot Organ. JAI Press, Greenwich, pp. 27-58
  6. Allred, KG, Mallozzi, JS, Matsui, F, Raia, CP (1997) The influence of anger and compassion on negotiation performance. Organ Behav Hum Decis Process 70: pp. 175-187 CrossRef
  7. Bagozzi RP, Gopinath M, Nyer PU (1999) The role of emotions in marketing. J Acad Mark Sci 27(2):184鈥?06
  8. Barry, B, Fulmer, IS, Kleef, GA I laughed, I cried, I settled: the role of emotion in negotiation. In: Gelfand, MJ, Brett, JM eds. (2004) The handbook of negotiation and culture. Stanford University Press, Stanford, pp. 71-94
  9. Barsade, SG, Gibson, D (2007) Why does affect matter in organizations?. Acad Manag Perspect 21: pp. 36-59 CrossRef
  10. Berkowitz, L (1989) Frustration鈥揳ggression hypothesis: examination and reformulation. Psychol Bull 106: pp. 59-73 CrossRef
  11. Bond, MH Into the heart of collectivism: a personal and scientific journey. In: Kim, U, Triandis, HC, Kagiticbasi, C, Choi, S, Yoon, G eds. (1994) Individualism and collectivism: theory, method, and applications. Sage, Thousand Oaks, pp. 66-76
  12. Bosmans, A, Baumgartner, H (2005) Goal-relevant emotional information: when extraneous affect leads to persuasion and when it does not. J Consum Res 32: pp. 424-434 CrossRef
  13. Brett, JM (2000) Culture and negotiation. Int J Psychol 35: pp. 97-104 CrossRef
  14. Brett, JM, Okumura, T (1998) Inter- and intracultural negotiations: US and Japanese negotiators. Acad Manag J 41: pp. 495-510 CrossRef
  15. Bulow, AM, Kumar, R (2011) Culture and negotiation. Int Negot 16: pp. 345-359 CrossRef
  16. Butler, EA, Lee, TL, Gross, JJ (2007) Emotion regulation and culture: are the social consequences of emotion suppression culture-specific?. Emotion 7: pp. 30-48 CrossRef
  17. Brewer, MB, Chen, YR (2007) Where (who) are collectives in collectivism? Toward conceptual clarification of individualism and collectivism. Psychol Rev 114: pp. 133-151 CrossRef
  18. Chen, CC, Chen, XP, Meindl, JR (1998) How can cooperation be fostered? The cultural effects of individualism鈥揷ollectivism. Acad Manag Rev 23: pp. 285-304
  19. Cropanzano, R, Becker, WJ, Feldman, J The effect of moods and discrete emotions on negotiator behavior. In: Goldman, BM, Shapiro, DL eds. (2012) The psychology of negotiations in the 21st century workplace (a the SIOP organizational frontier series). Routledge, New York, pp. 141-179
  20. Davis, MH (1983) Measuring individual differences in empathy: evidence for the multidimensional approach. J Personal Soc Psychol 44: pp. 113-126 CrossRef
  21. Mooij, M (2004) Consumer behavior and culture. Consequences for global marketing and advertising. Sage, Thousand Oaks
  22. Druckman, D, Olekalns, M (2008) Emotions in negotiation. Group Decis Negot 17: pp. 1-11 CrossRef
  23. Duronto, PM, Nishida, T, Nakayama, S (2005) Uncertainty, anxiety, and avoidance in communication with strangers. Int J Intercult Relat 29: pp. 549-560 CrossRef
  24. Eagly, AH (2009) The his and hers of prosocial behavior: an examination of the social psychology and gender. Am Psychol 64: pp. 644-658 CrossRef
  25. Earley, PC (1997) Face, harmony, and social structure: an analysis of organizational behavior across cultures. Oxford University Press, New York
  26. Ekman, P (1992) Are there basic emotions?. Psychol Rev 99: pp. 550-553 CrossRef
  27. Everitt, BS (2002) Cambridge dictionary of statistics. Cambridge University Press, New York
  28. Fiske, ST, Taylor, SE (1991) Social cognition. McGraw Hill, New York
  29. Frijda, NH (1986) The emotions. Cambridge University Press, New York
  30. Galinsky, AD, Maddux, WW, Gillin, D, White, JB (2008) Why it pays to get inside the head of your opponent: the differential effects of perspective taking and empathy in negotiations. Psychol Sci 19: pp. 378-384 CrossRef
  31. Gelfand, MJ, Brett, J, Gunia, BC, Imai, L, Huang, TJ, Hsu, BF (2013) Toward a culture-by-context perspective on negotiation: negotiating teams in the United States and Taiwan. J Appl Psychol 98: pp. 504-513 CrossRef
  32. George, JM, Jones, GR, Gonzales, JA (1998) The role of affect in cross-cultural negotiations. J Int Bus Stud 29: pp. 749-772 CrossRef
  33. Gervais, SJ, Hillard, AL, Vescio, TK (2010) Confronting sexism: the role of relationship orientation and gender. Sex Roles 63: pp. 463-474 CrossRef
  34. Gibson, DE, Callister, RR (2010) Anger in organizations: a review and integration. J Manag 26: pp. 66-93
  35. Gilin, D, Maddux, WW, Carpenter, J, Galinsky, AD (2013) When to use your head and when to use your heart: the differential value of perspective-taking versus empathy in competitive interaction. Personal Soc Psychol Bull 39: pp. 3-16 CrossRef
  36. Goncalo, JA, Staw, BM (2006) Individualism鈥揷ollectivism and group creativity. Organ Behav Hum Decis Process 100: pp. 96-109 CrossRef
  37. Grant, AM, Berry, JW (2011) The necessity of others is the mother of invention: intrinsic and prosocial motivations, perspective taking, and creativity. Acad Manag J 54: pp. 73-96 CrossRef
  38. Greenhalgh, L, Gilkey, RW (1993) The effect of relationship orientation on negotiators鈥?cognitions and tactics. Group Decis Negot 2: pp. 167-186 CrossRef
  39. Gudykunst, WB Uncertainty and anxiety. In: Kim, YY, Gudykunst, WB eds. (1988) Theories in intercultural communication. Sage, Newbury Park, pp. 123-156
  40. Gudykunst, WB An anxiety/uncertainty management (AUM) theory of effective communication: making the mesh of the net finer. In: Gudykunst, WB eds. (2005) Theorizing about intercultural communication. Sage, Thousand Oaks, pp. 419-457
  41. Gunia, BC, Brett, JM, Nandkeolyar, AK, Kamdar, D (2011) Paying a price: culture, trust, and negotiation consequences. J Appl Psychol 96: pp. 774-789 CrossRef
  42. Gupta, RK, Panda, A (2003) Individualised familial self: the evolving self of qualified technocrats in India. Psychol Dev Soc 15: pp. 1-29 CrossRef
  43. Higgins, ET (1987) Self-discrepancy: a theory relating self and affect. Psychol Rev 94: pp. 319-340 CrossRef
  44. Hofstede, G (2001) Culture鈥檚 consequences: comparing values, behaviors, institutions, and organizations across nations. Sage, London
  45. Hofstede, G, Jonker, C, Verwaart, T (2012) Cultural differentiation of negotiation agents. Group Decis Negot 21: pp. 79-98 CrossRef
  46. Hughes R, Huby M (2002) The application of vignettes in social and nursing research. J Adv Nurs 37(4):382鈥?86
  47. Hullett, CR, Witte, KM (2001) Predicting intercultural adaptation and isolation using the extended parallel process model to test anxiety/uncertainty management theory. J Int Intercult Rel 25: pp. 125-139 CrossRef
  48. Jones, GR, George, JM (1998) The experience and evolution of trust: implications for co-operation and teamwork. Acad Manag Rev 23: pp. 531-546
  49. Kakar, S, Kakar, K (2007) The Indians: portrait of a people. Penguin Press, New Delhi
  50. Kim, JY, Nam, SH (1998) The concept and dynamics of face: implications for organizational behavior in Asia. Organ Sci 9: pp. 522-534 CrossRef
  51. Kim, MS, Raja, NS (2003) When validity testing lacks validity: comment on Levine et al. Hum Commun Res 29: pp. 275-290 CrossRef
  52. Kitayama, S, Mesquita, B, Karasawa, M (2006) Cultural affordances and emotional experience: socially engaging and disengaging emotions in Japan and the United States. J Pers Soc Psychol 91: pp. 890-903 CrossRef
  53. Kopelman, S, Rosette, AS (2008) Cultural variation in response to strategic emotions in negotiations. Group Decis Negot 17: pp. 65-77 CrossRef
  54. Kopelman, S, Rosette, AS, Thompson, L (2006) The three faces of Eve: strategic displays of positive, negative, and neutral emotions in negotiations. Organ Behav Hum Decis Process 99: pp. 81-101 CrossRef
  55. Kumar, R (1997) The role of affect in negotiations: an integrative overview. J Appl Beh Sci 33: pp. 84-100 CrossRef
  56. Kumar, R A script-theoretical analysis of international negotiating behavior. In: Bies, RJ, Lewicki, RJ, Sheppard, BH eds. (1999) Research on negotiation in organizations. JAI Press, Greenwich, pp. 285-311
  57. Kumar, R (1999) Communicative conflict in intercultural negotiations: the case of American and Japanese business negotiations. Int Negot J 4: pp. 63-78 CrossRef
  58. Kumar, R Culture and emotions in negotiations. In: Gelfand, MJ, Brett, JM eds. (2004) The handbook of negotiation and culture. Stanford University Press, Stanford, pp. 95-109
  59. Kunda, Z (1990) The case for motivated reasoning. Psychol Bull 108: pp. 480-498 CrossRef
  60. Lazarus, RS (1991) Emotion and adaptation. Oxford University Press, New York
  61. Lee, KH, Yang, G, Graham, JL (2006) Tension and trust in international business negotiations: American executives negotiating with Chinese executives. J Int Bus Stud 37: pp. 623-641
  62. Leung, K, Bond, MH (1984) The impact of cultural collectivism on reward allocation. J Personal Soc Psychol 47: pp. 793-804 CrossRef
  63. Levine, TR, Bresnahan, MJ, Park, HS, Lapinski, MK, Wittenbaum, GM, Shearman, SM, Lee, SY, Chung, D, Ohashi, R (2003) Self-construal scales lack validity. Hum Commun Res 29: pp. 210-252 CrossRef
  64. Li, F, Aksoy, L (2007) Dimensionality of individualism鈥揷ollectivism and measurement equivalence of Triandis and Gelfand鈥檚 scale. J Bus Psychol 21: pp. 313-328 CrossRef
  65. Liu, LA, Friedman, R, Barry, B, Gelfand, MJ, Zhang, ZX (2012) The dynamics of consensus building in intracultural and intercultural negotiations. Adm Sci Q 57: pp. 269-304 CrossRef
  66. Luomala, HT, Kumar, R, Worm, V, Singh, D (2004) Cross-cultural differences in mood-regulation: a comparison of individualistic and collectivistic cultures. J Int Consum Mark 16: pp. 39-62 CrossRef
  67. Mandler, G (1975) Mind and emotion. Wiley, New York
  68. Markus, HR, Kitayama, S (1991) Culture and the self: implications for cognition, emotion, and motivation. Psychol Rev 98: pp. 224-253 CrossRef
  69. Mathieu, JE, Tannenbaum, SI, Salas, E (1992) Influences of individual and situational characteristics on measures of training effectiveness. Acad Manag J 35: pp. 828-847 CrossRef
  70. McCullough, ME, Worthington, EL, Rachal, KC (1997) Interpersonal forgiving in close relationships. J Pers Soc Psychol 73: pp. 321-336 CrossRef
  71. Mehrabian, A, Russell, JA (1974) An approach to environmental psychology. MIT Press, Cambridge
  72. Mendes WB, Blascovich J, Hunter SB, Lickel B, Jost JT (2007) Threatened by the unexpected: physiological responses during social interactions with expectancy-violating partners. J Pers Soc Psychol 92(4):698鈥?16
  73. Moss, S, Prosser, H, Costello, H, Simpson, N, Patel, P, Rowe, S, Turner, S, Hatton, C (1998) Reliability and validity of the PAS-ADD. Checklist for detecting psychiatric disorders in adults with intellectual disability. J Intellect Disabil Res 42: pp. 173-183 CrossRef
  74. Nickerson, RS (1998) Confirmation bias: a ibiquitous phenomenon in many guises. Rev Gen Psychol 2: pp. 175-220 CrossRef
  75. Nunnally, JC (1978) Psychometric theory. McGraw-Hill, New York
  76. Oetzel, JG, Ting-Toomey, S (2003) Face concerns in interpersonal conflict: a cross-cultural empirical test of the face negotiation theory. Commun Res 30: pp. 599-624 CrossRef
  77. Parker, SK, Axtell, CM (2001) Seeing another viewpoint: antecedents and outcomes of employee perspective-taking. Acad Manag J 44: pp. 1085-1100 CrossRef
  78. Pruitt, D, Rubin, J, Kim, SH (2003) Social conflict: escalation, stalemate and settlement. McGraw Hill, New York
  79. Ravali, VV, Martini, TS, Ravali, H (2007) 鈥榃ould others think it is okay to express my feelings?鈥?Regulation of anger, sadness, and physical pain in Gujarati children in India. Soc Dev 16: pp. 79-105 CrossRef
  80. Ready, KJ, Tessema, MT (2009) Perceptions and strategies in the negotiation process: a cross cultural examination of U.S. and Malaysia. Int Negot 14: pp. 493-517 CrossRef
  81. Roberts, C, Lee, WL, Chan, KY (2006) An empirical analysis of measurement equivalence with the INDCOL measure of individualism and collectivism: Implications for valid cross-cultural inference. Pers Psychol 59: pp. 65-99 CrossRef
  82. Ronen, S, Shenkar, O (1985) Clustering countries on attitudinal dimensions: a review and synthesis. Acad Manag Rev 10: pp. 435-454
  83. Samochowiec, J, Florack, A (2010) Intercultural contact under uncertainty: the impact of predictability and anxiety on the willingness to interact with a member from an unknown cultural group. Int J Intercult Rel 34: pp. 507-515 CrossRef
  84. Schank, RC, Abelson, RP (1977) Scripts, plans, goals and understanding. An inquiry into human knowledge structures. Lawrence Erlbaum, Hillsdale
  85. Seo, MG, Barrett, LF, Bartunek, JM (2004) The role of affective experience in work motivation. Acad Manag Rev 29: pp. 423-439
  86. Shaver, P, Schwartz, J, Kirson, D, O鈥機onnor, G (1987) Emotion knowledge: further exploration of a prototype approach. J Pers Soc Psychol 52: pp. 1061-1086 CrossRef
  87. Shweder, R, Bourne, J Does the concept of the person vary cross culturally?. In: Shweder, R, Levine, R eds. (1984) Culture theory. Cambridge University Press, New York, pp. 158-189
  88. Singelis, TM, Triandis, HC, Bhawuk, DS, Gelfand, MJ (1995) Horizontal and vertical dimensions of individualism and collectivism: a theoretical and measurement refinement. Cross Cult Res 29: pp. 241-275 CrossRef
  89. Sinha, JBP, Kanungo, RN (1997) Context sensitivity and balancing in Indian organizational behavior. Int J Psychol 32: pp. 93-105 CrossRef
  90. Ting-Toomey, S, Kurogi, A (1998) Facework competence in intercultural conflict: an updated face negotiation theory. Int J Intercult Rel 22: pp. 187-225 CrossRef
  91. Ting-Toomey, S, Yee-Jung, KK, Shapiro, RB, Garcia, W, Wright, TJ, Oetzel, JG (2000) Ethnic/cultural identity salience and conflict styles in four US ethnic groups. Int J Intercult Rel 24: pp. 47-81 CrossRef
  92. Tinsley, CH, Turan, N, Aslani, S, Weingart, LR (2011) The interplay between culturally- and situationally-based mental models of intercultural dispute resolution: West meets Middle East 1. Int Negot 16: pp. 481-510 CrossRef
  93. Triandis, HC, Gelfand, MJ (1998) Converging measures of horizontal and vertical individualism and collectivism. J Pers Soc Psychol 74: pp. 118-128 CrossRef
  94. Ulijn, JM, Rutkowski, A, Kumar, R, Zhu, Y (2005) Patterns of feelings in face to face negotiations: a Sino-Dutch pilot study. Cross Cult Manag 12: pp. 103-118 CrossRef
  95. Usunier, JC Cultural aspects of international business negotiations. In: Ghauri, PN, Usunier, JC eds. (2003) International business negotiations. Pergamon Press, Amsterdam, pp. 97-135
  96. Kleef, GA, Dreu, CW, Manstead, AS (2004) The interpersonal effects of anger and happiness in negotiations. J Pers Soc Psychol 86: pp. 57-76 CrossRef
  97. Kleef, GA, Dreu, CW, Pietroni, D, Manstead, AS (2006) Poer and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making. Eur J Soc Psychol 36: pp. 557-581 CrossRef
  98. Watson, D, Clark, LA (1984) Negative affectivity: the disposition to experience negative emotional states. Psychol Bull 96: pp. 465-490 CrossRef
  99. Wilks T (2004) The use of vignettes in qualitative research into social work values. Qual Soc Work 3(1):78鈥?7
  100. Williams, M (2007) Building genuine trust through interpersonal emotion management: a threat regulation model of trust and collaboration across boundaries. Acad Manag Rev 32: pp. 595-621 CrossRef
  101. Wu, S, Keysar, B (2007) The effect of culture on perspective taking. Psychol Sci 18: pp. 600-606 CrossRef
  102. Yzerbyt, V, Dumont, M, Wigboldus, D, Gordijn, E (2003) I feel for us: the impact of categorization and identification on emotions and action tendencies. Br J Soc Psychol 42: pp. 533-549 CrossRef
  
• 刊物类别：Business and Economics
• 刊物主题：Economics
  Operation Research and Decision Theory
  Social Sciences
  
• 出版者：Springer Netherlands
• ISSN：1572-9907

文摘

This study explores the linkages between culture, emotions and behavioural tendencies in unsuccessful intercultural business negotiations. A set of novel research hypotheses are developed. They are tested using a negotiation scenario analysis involving 106 Finnish and 114 Indian study participants. Three key findings emerge from the statistical tests conducted. First, new empirical evidence suggesting that qualitatively different emotions (dejection vs. agitation) are experienced after a failed intercultural business negotiation by individualists and collectivists is provided. Second, the existence of the relationship between perspective-taking ability and emotional volatility in the context of failed intercultural business negotiation involving individualists and collectivists is revealed. Third, partial support is found for the idea that different types of negative emotions can lead to the same behavioural tendency (approach) among individualists and collectivists when intercultural business negotiation fails. The paper concludes by outlining a set of theoretical and managerial implications and suggestions for further research.