Buyer-Seller Negotiations Around the Pacific Rim: Differences in Fundamental Exchange Processes

Conflict values and team relationships: conflict's contribution to team effectiveness and citizenship in China

“…Cross-cultural conflict management research has found that Asians tend to use avoiding and other accommodative approaches because, it is theorized, they want to protect their interdependence. Westerners, on the other hand, are prone to confront conflict directly despite harming their relationships (Graham, Kim, Lin, & Robinson, 1988;Kirkbride et al, 1991;Leung & Tjosvold, 1998;Tse, Francis, & Walls, 1994;Triandis, 1990;Triandis et al, 1990).…”

A contingency matrix approach to IHRM

“…Kriger and Solomon (1992) found that, consistent with these cultural norms, the Japanese tend toward a decentralized decision making style which reflects a much greater de-gree both of autonomy and delegation of authority. Several studies have shown that the Japanese tend to place a high value on personal relationships, and they prefer to develop trust, or interpersonal attraction, before making business transactions (Abramson, Lane, Nagai, & Takagi, 1993;Graham, Kim, Lin, & Robinson, 1988;Sullivan & Peterson, 1982). In Japan, taking time to create a relationship is seen as a sign of wisdom and sincerity (Moran, 1987).…”

“…In the initial stages of negotiation, the Japanese are more concerned with attraction and deference than they are with the exchange of information (Graham, Kim, Lin, & Robinson, 1988). In Japan, a legal contract is not considered to be an acceptable substitute for interpersonal trust (Hall & Hall, 1987;Tung, 1984).…”

High-versus low-Context culture: A comparison of Chinese, Korean, and American cultures

“…The concept of high versus low context has been shown to be quite useful, especially for cross-cultural communication studies (Gudykunst & Nishida, 1986;Okabe, 1983), and conflict-resolution studies (Chua & Gudykunst, 1987). Though few cross-cultural marketing studies have directly dealt with the highversus low-context concept, many have drawn upon aspects of the concept, such as face saving 1 and group orientation (Tse, Lee, Vertinsky, & Wehrung, 1988;Vanhonacker, 1988), and cross-cultural negotiations (Graham, Kim, Lin, & Robinson 1988). However, most of the past studies have tended to simply categorize subject cultures as either high-or low-context cultures solely based on Hall's descriptions and attribute observed differences in dimensions of interest to the contextual tendencies of the cultures.…”