Paying a price: Culture, trust, and negotiation consequences.

Gunia, Brian C.; Brett, Jeanne M.; Nandkeolyar, Amit K.; Kamdar, Dishan

doi:10.1037/a0021986

Cited by 140 publications

(128 citation statements)

References 89 publications

Supporting

Mentioning

116

Contrasting

Order By: Relevance

“…Critically, these changes in behaviour are consistent with previously identified differences in how individuals from individualist and collectivist cultures construe self [23] and report memories of events [27]. Thus, as found in other areas of psychology [5,6], our findings suggest that the use of Western participant groups has led to an over-simplification of thinking about how people behave when they lie. Our data suggest that culture affects who liars seek to protect through their deceit and the kinds of contextual details that are absent in their fabrications.…”

Section: Discussionsupporting

confidence: 89%

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

et al. 2017

View full text Add to dashboard Cite

Change in our language when deceiving is attributable to differences in the affective and cognitive experience of lying compared to truth telling, yet these experiences are also subject to substantial individual differences. On the basis of previous evidence of cultural differences in self-construal and remembering, we predicted and found evidence for cultural differences in the extent to which truths and lies contained self (versus other) references and perceptual (versus social) details. Participants (N = 320) of Black African, South Asian, White European and White British ethnicity completed a catch-the-liar task in which they provided genuine and fabricated statements about either their past experiences or an opinion and counter-opinion. Across the four groups we observed a trend for using more/fewer first-person pronouns and fewer/more third-person pronouns when lying, and a trend for including more/fewer perceptual details and fewer/more social details when lying. Contrary to predicted cultural differences in emotion expression, all participants showed more positive affect and less negative affect when lying. Our findings show that liars deceive in ways that are congruent with their cultural values and norms, and that this may result in opposing changes in behaviour.

show abstract

Section: Discussionsupporting

confidence: 89%

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

et al. 2017

View full text Add to dashboard Cite

show abstract

“…As Japan can be regarded as a 'tight' culture, because it has strong societal norms (Gelfand, Nishii, & Raver, 2006), this may have influenced children's development of trust in their same-gender peers. Specifically, it has been argued that in cultures that are characterized as tight the strong societal norms result in individuals relying less on interpersonal trust and focus more on trust in institutions (Gunia, Brett, Nandkeolyar, & Kamdar, 2011). Moreover, reciprocal trust in individuals from Japan is predicated on cooperation when mutual monitoring and control are possible of the interaction partner Running head: CROSS-CULTURAL INVESTIGATION OF CHILDREN'S TRUST 18 (Yamagishi, 2003) and because of the nature of the children's social groups, these conditions may not have been met.…”

Section: Discussionmentioning

confidence: 99%

An investigation of children’s peer trust across culture: Is the composition of peer trust universal?

Betts

Rotenberg

Petrocchi

et al. 2013

International Journal of Behavioral Development

View full text Add to dashboard Cite

The components of children's trust in same-gender peers (trust beliefs, ascribed trustworthiness, and dyadic reciprocal trust) were examined in samples of 8-to 11-year-olds from the UK, Italy, and Japan. Trust was assessed by children's ratings of the extent to which same-gender classmates kept promises and kept secrets. Social relations analyses confirmed that children from each country showed significant: (a) actor variance demonstrating reliable individual differences in trust beliefs, (b) partner variance demonstrating reliable individual differences in ascribed trustworthiness, and (c) relationship variance demonstrating unique relationships between interaction partners. Cultural differences in trust beliefs and ascribed trustworthiness also emerged and these differences were attributed to the tendency for children from cultures that value societal goals to share personal information with the peer group.

show abstract

“…Accordingly, increased research efforts have been geared towards understanding the intersection of culture and trust (see Saunders, Skinner, Dietz, Gillespie, & Lewicki, 2010 for a review). Studies have discovered important cultural variations in trust, such as lower generalised trust and relying on third-party ties to build trust among collectivists (Bohnet, Herrmann, & Zeckhauser, 2010;Chua, Morris, & Ingram, 2009;Gunia, Brett, Nandkeolyar, & Kamdar, 2011;Realo, Allik, & Greenfield, 2008). However, this growing body of research predominantly focuses on trust at one point in time, particularly during the initial trust formation.…”

mentioning

confidence: 96%