Cultural Differences in Bargaining Behavior

Druckman, Daniel; Benton, Alan A.; Ali, Faizunisa A.; Bagur, J. Susana

doi:10.1177/002200277602000303

Cited by 58 publications

(5 citation statements)

References 40 publications

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“…Second, although no attempt was made to make specific a prediction concerning the rate of development of competitive orientations as a function of societal membership, differences were anticipated. Such differences in rate have been reported to obtain between several of the cultural or subcultural groups examined in the previously cited studies, as well as in studies reported by Alcock (1974), Carment (1974a, 1974b, and Druckman, Benton, Ali, and Bagur (1976). Third, it was anticipated that consistent with prior research with adults (McClintock & McNeel, 1966a, 1966b, 1966c, boys would behave more competitively in the social comparison feedback condition than in the own-score feedback condition.…”

Section: Major Expectationssupporting

confidence: 64%

Development of competitive behavior as a function of culture, age, and social comparison.

Toda

Shinotsuka²,

McClintock³

et al. 1978

Journal of Personality and Social Psychology

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The choice behavior of second-, fourth-, and sixth-grade children from five different cultural backgrounds was observed in the Maximizing Difference Game, an outcome interdependence task where individualistic and cooperative motives were placed in opposition to competitive ones. In four of the cultures, boys received either social comparison feedback or only information concerning their own cumulative scores. As predicted, the level of competitive responding increased as a function of age, social comparison information, and number of trials. Further, there were systematic cultural differences. A newly developed covariation analysis revealed that individual dyad variation accounted for more covariation than the main effects noted above. Hence, several types of withindyad analyses were performed. Finally, cultures were classified in terms of the characteristic play by dyad members and the results compared with a classification developed by Mead, in which she ordered the cooperative, competitive, and individualistic orientations of members of 13 "primitive" societies.A significant part of human action takes place in settings of outcome interdependence, namely, under conditions where the outcomes experienced by two or more actors are simultaneously dependent upon their own and others' behavior. Through experience in

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Section: Major Expectationssupporting

confidence: 64%

Development of competitive behavior as a function of culture, age, and social comparison.

Toda

Shinotsuka²,

McClintock³

et al. 1978

Journal of Personality and Social Psychology

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“…Consequently it is only natural that a lot of research has concentrated on such cross-cultural differences, e.g. between the USA and Egypt (Cohen, 1987), India, Argentina and the USA (Druckman et al, 1976), India and the USA (Gordon & Kakkar, 1966), Brazil, Japan and the USA (Graham, 1983;Graham & Sano, 1984;Graham & Andrews, 1987;Zimmerman, 1985); China and the USA (Tung, 1982), China (Taiwan) and the USA (Graham & Lin, 1987), and the whole of the Pacific rim ; Canada, Mexico and the USA (Adler et al, 1987), Japan and Holland (Wittenhagen, 1993) and France and Holland (Stalpers, 1987;Wijst, 1991). Of course, hundreds of combinations are possible here, but the above references may give some idea of the research in this field.…”

Section: Intercultural Communication In International Politics and Bumentioning

confidence: 99%

Intercultural communication

Dirven¹,

Pütz

1993

Lang. Teach.

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The term 'intercultural' denotes a process and is therefore combined with nouns such as communication, relations, understanding. In contrast with this, the term 'multicultural' denotes a composition and is used with group-denoting nouns such as society, city, school. But the contrast goes deeper. By stressing the 'intercultural' aspects of things, one also seems to accept that groups or individuals in society stand apart and interact from group to group, whereas by stressing the multicultural composition of society one rather aims at integration of the various cultural groups. It is no coincidence that the use of 'intercultural' is more strongly represented in research in confrontation-oriented countries such as the U.S.A., Germany and France, whereas Australia, Britain and Holland seem to prefer the use of 'multicultural'. That this set of distinctions runs very deep is also illustrated by the rise and success of extreme rightist movements in Germany (the Reupublikaner), in France (le Front National), in Belgium (Het Vlaams Blok), whereas these phenomena tend to remain much more marginal and isolated in Britain or Holland.

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“…Afew examples of the application of this approach will serve to illustrate the distinctive features of it. A monograph by Druckman et al (1976) examined the bargaining behavior of children from India, Argentina and the United States. The authors collected and compared data concerning the subject-negotiator (age, gender and nationality) and the negotiating context (the existence or absence of an audience).…”

Section: Culture-in-contextmentioning

confidence: 99%

Rethinking the culture-negotiation link

Janosik¹

1987

Negot J

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Practicing negotiators have tended to rely on the concept "culture," or on related notions like national style, to explain behavior encountered at the international bargaining table. Scholars, too, have on occasion investigated the relationship of culture to negotiation, but with less vigor, perhaps because of the methodological problems inherent in such studies. 1Since the notion of culture as an explanatory tool holds such allure for negotiation analysts, this paper will examine the treatment of "culture" in the anecdotal and scholarly literature. It will soon become apparent that the concept has been used in a number of ways. Perhaps such an examination can sharpen the clarity of the discussion, since many analysts seem to agree that culture does have an impact on behavior, at least to some extent. But without a general working understanding of the various approaches to culture currently in use, practitioners and academics may use the concept in different ways without sufficient analysis of the possibilities and limits of these various approaches to culture and its impact upon negotiating behavior.I have identified four distinct approaches in the negotiation literature which imply a connection between culture and behavior: culture as learned behavior; culture as shared value; culture as dialectic; and culture-in-context. Each approach differs from the others conceptually in significant ways with important consequences for the understanding of the culture-negotiation connection. Illustrations, drawn primarily from writings about Japanese, Russian, Chinese, and American negotiating practices will serve to illustrate the four approaches since the investigation of these four national groups has drawn the bulk of the attention given to this question C u l t m ' e a s L e a r n e d . B e h a v i o r "ll~e variety of human experience has daunted even the most persistent analyst. This variety has led observers to search for organizing principles that allow for valid generalizations which hold true despite "incidental" variations from overall patterns. The notion of culture has proven to be one such basis for generalization. Much of the literature on diplomat T resorts to generalizations based on the observed typicai characteristics and behaviors of the inhabitants of a particular geographic entityThe focus of the literature produced by such writers is often primarily on what negotiatiors do, rather than what they think.

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Cultural Differences in Bargaining Behavior

Cited by 58 publications

References 40 publications

Development of competitive behavior as a function of culture, age, and social comparison.

Development of competitive behavior as a function of culture, age, and social comparison.

Intercultural communication

Rethinking the culture-negotiation link

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