Explaining and Predicting Cultural Differences in Negotiation

Gelfand, Michele J.; Severance, Laura; Fulmer, C. Ashley; Aldabbagh, May

doi:10.1093/oxfordhb/9780199730858.013.0023

Cited by 9 publications

(9 citation statements)

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“…Yet it is important to note that theory and research on creativity in negotiation has largely been a Western enterprise. Reviews illustrate that approximately 90 percent of the samples on which we base our advice on creating win‐win agreements are from the United States, Europe, and other English‐speaking countries, with only 6% of samples from Asia, 2% from Israel, and an alarming 2% of the remaining samples from the Middle East, Latin America, and Africa (Gelfand, Severance, Fulmer, & Al Dabbagh, ). As a result, with some notable exceptions, we have very little insight into the cultural factors that affect creativity in negotiations.…”

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confidence: 99%

Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

et al. 2015

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We complement the dominant rational model of negotiation found in the West with a new honor model of negotiation found in many Arabic-speaking populations and illustrate the linguistic processes that facilitate creativity in negotiation agreements in the United States and Egypt. Community samples (N = 136) were recruited in the United States and Egypt and negotiated an integrative bargaining task, Discount Marketplace. Analyses of categories of the Linguistic Inquiry and Word Count (LIWC) and our own newly developed honor dictionary illustrate that the same language that predicts integrative agreements in the United States, namely, that which is rational and logical (cognitive mechanisms, LIWC), actually backfires and hinders agreements in Egypt. Creativity in Egypt, by contrast, reflects an honor model of negotiating with language that promotes honor gain (i.e., moral integrity) and honor protection (i.e., image and strength). Theoretical and practical implications are discussed.

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Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

et al. 2015

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“…Culture is a solution to problems of social interaction such as negotiation (Lytle et al , 1995). Whereas traditional research on cultural differences in negotiation investigates cultural values in the East-West divide (Gelfand et al , 2013) we base our theory on the framework of three cultural ideals (Leung and Cohen, 2011) and the differences each one of these ideals implies for self-worth (Friedrichs, 2015). This framework has proven merit beyond the traditional East vs West approach.…”

Section: Framework Of Cultural Idealsmentioning

confidence: 99%

Social rewards: the basis for collaboration in honor cultures

Ramirez‐Marin¹,

Shafa²

2018

CCSM

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Purpose The purpose of this paper is twofold: first, to define social rewards, as acts and expressions which specifically signal respect, courtesy and benevolence to the other party, based on cultural scripts found in honor cultures. Second, to explore whether social rewards mitigate competitive aspirations and foster collaboration in competitive settings, with honor values being a culturally relevant mechanism for this effect. Design/methodology/approach This paper reports on two experiments assessing high-honor and low-honor culture participants’ aspirations and behavioral decisions. In study 1, participants described a personal situation where they were praised by close others (social reward) or praised themselves (control condition), before responding to a buyer/seller negotiation scenario. In study 2, participants were either complimented (social reward) or not complimented (control condition), before engaging in live competition with a confederate for monetary outcomes. Findings Both studies indicate that social rewards diminish competitive aspirations and offers among high-honor culture participants, but not among low-honor culture participants. Results of study 1 indicate that endorsement of honor values mediates this effect. In conclusion, social rewards can improve interactions with members of honor cultures. Research limitations/implications These studies advance our understanding of cultural differences in negotiations and provide insight into social rewards as one of the mechanisms necessary to successfully manage intercultural negotiations and collaboration. Future research should address the effect of social rewards on self-worth and empowerment. Originality/value This research is the first to shed light on the relevance and importance of social rewards as a device to facilitate social interactions in honor cultures.

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“…Gelfand et al (2015) find that strategies which lead to successful negotiations in the United States are detrimental in Egypt. For a literature survey on cultural differences and negotiations, see Gelfand et al (2012). 6 For example, cross-cultural differences such as norms around kinship correlate with human genetic diversity, see Jones (2003).…”

Section: Introductionmentioning

confidence: 99%

Genetic distance, cultural differences, and the formation of regional trade agreements

Heid

2021

Rev World Econ

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Genetic distance between countries' populations has been shown to proxy crosscountry differences in cultures and preferences. In a panel of 176 countries from 1970 to 2014, we find that higher genetic distance between two countries decreases their probability of having a trade agreement, even when controlling for geographic distance and other controls. The impact of cultural differences proxied by genetic distance is persistent over time and economically significant: while increasing the geographic distance between two countries by 1% decreases the probability of a regional trade agreement by 1.6%, increasing their genetic distance by 1% decreases the probability by 0.9%.

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Explaining and Predicting Cultural Differences in Negotiation

Cited by 9 publications

References 105 publications

Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

Social rewards: the basis for collaboration in honor cultures

Genetic distance, cultural differences, and the formation of regional trade agreements

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