Dynamic relationality toward congruence: a symbiotic solution to cross-cultural negotiations

2019 ◽  
Vol 30 (5) ◽  
pp. 657-679 ◽  
Author(s):  
Junjun Cheng
Keyword(s):  
Cross Cultural ◽  
Combination Strategy ◽  
Predictive Capacity ◽  
Content Type ◽  
Cultural Negotiation ◽  
Negotiation Research ◽  
Relational Behavior ◽  
Cultural Negotiations ◽  
Descriptive Framework ◽  
Negotiation Literature

Purpose This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations. Design/methodology/approach Based on a solution-oriented symbiotic approach, the authors analyze negotiators’ combination strategy to propose the dynamic convergence of dyadic relational negotiation behavior (RNB) both as a descriptive framework and a prescriptive solution to behavioral congruence in intercultural negotiations. The authors use spreadsheet platform with artificial data input to simulate various RNB dynamics between negotiators. Findings The authors identify the research gap between the arelational, static paradigm in negotiation literature and the relational, dynamic reality in negotiation practices, develop a fourfold typology of the existing negotiation research and propose the construct of RNB. The authors simulate the dyadic dynamics of RNB in a symbiotic framework. Results illustrate varied dyadic patterns of convergent RNB dynamics, demonstrating the effectiveness of the symbiotic solution to achieving behavioral congruence under multiple conditions. Propositions are then presented to predict negotiators’ initial relational behavior, describe dyadic coevolution of RNB in intercultural negotiations and explicate the relevant chronic consequences regarding relational and economic capital. Originality/value This paper fills a significant knowledge gap in the extant cross-cultural negotiation literature by addressing dynamic behavioral adaptation through a relational lens. This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.

Getting to Yes in the cross-cultural-context: ‘one size doesn’t fit all’ – a critical review of principled negotiations across borders

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Raphael Schoen
Keyword(s):  
Cultural Context ◽  
Design Methodology ◽  
Cross Cultural ◽  
Western World ◽  
Content Type ◽  
Cultural Negotiation ◽  
Lower Likelihood ◽  
Alternative Approaches ◽  
Practical Implications ◽  
Negotiation Literature

Purpose The purpose of this paper is to investigate the implicitly assumed universality of the best seller negotiation literature Getting to Yes by Roger Fisher and William Ury. Design/methodology/approach Existing cross-cultural negotiation literature was systematically searched for findings indicating either a higher or lower likelihood of successfully applying the authors’ advice in different cultural environments, as defined in the Hofstede framework or The Globe Study. The findings were aggregated, categorized into a matrix, synthesized and analyzed. Findings This paper finds that the assumed universality of the method of Getting to Yes and its single principles is not supported by research. Instead, a dichotomy of the four principles’ applicability along the Individuality dimension of Hofstede was found. Hence, the western orientation of Getting to Yes is reality, inhibiting its use in non-western cultures. However, in one principle – Invent options for mutual gain – the findings refute a successful application in western cultures. Additional findings and research gaps are presented. Practical implications Practitioners should apply Getting to Yes with caution, if at all, in a non-western environment. For the teaching of negotiations, alternative approaches for conducting negotiations in the non-western world are needed. Originality/value Although widely used in research, scholars only addressed sporadic comments concerning the limitations of Getting to Yes across cultures. Often the universality of Getting to Yes is either implicitly or explicitly assumed in research and practice. This paper approaches this topic systematically by providing evidence that Getting to Yes is not universal and conceptually sees negotiations through a western shaped perspective that provides considerable implications for research, practice and teaching.

Relationality in negotiations: a systematic review and propositions for future research

2017 ◽  
Vol 28 (3) ◽  
pp. 295-321 ◽  
Author(s):  
Junjun Cheng ◽  
Yimin Huang ◽  
Yong Su
Keyword(s):  
Systematic Review ◽  
Design Methodology ◽  
Future Research ◽  
Research Topics ◽  
Content Type ◽  
Negotiation Research ◽  
New Directions ◽  
New Research ◽  
Future Negotiation ◽  
Negotiation Literature

Purpose The purpose of this paper is to systematically review and analyze the important, yet under-researched, topic of relationality in negotiations and propose new directions for future negotiation research. Design/methodology/approach This paper conducts a systematic review of negotiation literature related to relationality from multiple disciplines. Thirty-nine leading and topical academic journals are selected and 574 papers on negotiation are reviewed from 1990 to 2014. Based on the systematic review, propositions regarding the rationales for relationality in negotiations are developed and future research avenues in this area are discussed. Findings Of 574 papers on negotiations published in 39 peer-reviewed journals between 1990 and 2014, only 18 papers have studied and discussed relationality in negotiations. This suggests that relationality as a theoretical theme has long been under-researched in negotiation research. For future research, this paper proposes to incorporate the dynamic, cultural and mechanism perspectives, and to use a qualitative approach to study relationality in negotiations. Originality/value This paper presents the first systematic review of the negotiation literature on relationality, and identifies new research topics on relationality in negotiations. In so doing, this research opens new avenues for future negotiation research on relationality.

Trust violations across contexts: From cross-cultural negotiations to brand communities on Facebook

2011 ◽  
Author(s):  
Andrea Hollingshead ◽  
Jeanne Brett ◽  
Ashley Fulmer ◽  
Peter Kim ◽  
Roy Lewicki ◽  
...  
Keyword(s):  
Cross Cultural ◽  
Brand Communities ◽  
Cultural Negotiations

Haunted by the past: transformations and daily challenges of China's prosthetics

2020 ◽  
Vol 10 (1) ◽  
pp. 115-124
Author(s):  
Chunchun Wang
Keyword(s):  
Design Methodology ◽  
Cross Cultural ◽  
Future Research ◽  
Institutional Pressures ◽  
Rehabilitation Center ◽  
Content Type ◽  
The Past ◽  
Daily Experiences ◽  
History Of ◽  
Depth Interviews

PurposeThe purpose of this paper is to examine the transformations of prosthetic practices in China, as well as the daily experiences and dilemmas arising from the everchanging practices since 1949. On the basis of materials, this paper explores an everyday perspective to review the history of technology.Design/methodology/approachEthnography was collected with the application of participant observations, informal interviews and in-depth interviews during a 13-months study at a rehabilitation center in Chengdu, China. The literature on prosthetic manufacturing was also reviewed for this paper.FindingsChina's prosthetic technology seems to evolve from traditional to modern. However, this progressive narrative – innovation-based timeline (Edgerton, 2006, xi) – has been challenged by daily practices. Due to institutional pressures, prosthetists are in a dilemma of selectively using their knowledge to create one kind of device for all prosthesis users with a certain kind of disability, thereby regulating the physical and social experiences of prosthesis users. Besides, prosthesis users are accustomed to prostheses made with old techniques, and must correct themselves from old experiences to the daily practices recognized by the selected techniques.Originality/valueThis paper provides a cross-cultural case to reexamine Edgerton's criticism of the progressive and orderly innovation-centric technological narrative. More importantly, it reviews the history and practices of China's prosthetics from daily experiences rather than Edgerton's concentration on technology; therefore, it provides an everyday perspective for future research on technological transformations.

scholarly journals A study of ethnic perception gap on consumer boycott of Korean and Canadian University students

2016 ◽  
Vol 10 (1) ◽  
pp. 55-66 ◽  
Author(s):  
Mie Kyung Jae ◽  
Hyang Ran Jeon
Keyword(s):  
University Students ◽  
Cross Cultural ◽  
Parent Company ◽  
Practical Case ◽  
Corporate Accountability ◽  
Cultural Backgrounds ◽  
Korean Students ◽  
Content Type ◽  
Cross Cultural Comparison ◽  
Influential Variable

Purpose In this paper, the authors aim to offer a cross-cultural comparison of the boycott intentions of university students in Canada with those of students in Korea. Design/methodology/approach The data were collected from students at Inje University and York University via self-administered questionnaire. A t-test found that Canadian students’ answers showed significantly greater scores in ethnocentrism, boycott attitudes prior to reading the target article and motivations related to self-enhancement compared to those acquired from Korean students. However, the motivation of counterarguments and the boycott intentions of Korean students’ toward Rogers, the parent company of Maclean’s magazine, showed significantly higher scores than those gained from Canadian students. Findings The boycott case used in the study is Maclean’s magazine, a Canadian news magazine, which published a controversial article called, “Too Asian? Some frosh don’t want to study at an “Asian” University”. A noticeable gap in each group of students’ boycott attitude and intentions toward Rogers, the parent company of Maclean’s magazine was found. Originality/value In the multiple regression analysis, the boycott motivation of self-enhancement was the most influential variable on boycott intentions. The boycott case examined in this paper is a practical case study of cross-national grouping as well as the perceptional difference of the locus of corporate accountability that comes from cross-cultural backgrounds.

Cross-cultural communication imperatives

2018 ◽  
Vol 14 (2/3) ◽  
pp. 170-187 ◽  
Author(s):  
James Baba Abugre
Keyword(s):  
Business Environment ◽  
Cross Cultural ◽  
Sub Saharan Africa ◽  
Work Outcomes ◽  
Cultural Communication ◽  
Global Business ◽  
Content Type ◽  
Local Staff ◽  
Cross Cultural Communication ◽  
Sub Saharan

Purpose Given the rising expansion of Western multinational companies (MNCs) to the African contexts, the development of expatriates and local employees has become increasingly important to the human resource management of these MNCs. This paper aims to provide critical lessons on cross-cultural communication competences for Western expatriates working in the sub-Saharan Africa business environment. Design/methodology/approach This paper is a qualitative phenomenology that makes use of lived experiences of senior expatriate staff working in Ghana in the form of direct interviews. Findings Results showed that cross-cultural communication competence is very important for Western expatriates’ functioning in sub-Saharan Africa. The findings also established a plethora of cross-cultural communication skills that are essential for Western expatriates’ successful adaptation and work outcomes in Africa. Practical implications This research argues that there is the need for the appreciations of the differing cultural patterns of expatriates and local staff, and this provides the underlying assumptions of intercultural and cross-cultural communication in global business. Originality/value A critical perspective of international business that has scarcely been studied offers lessons for Western expatriates working in sub-Saharan Africa.

scholarly journals Toward Experimental International Business

2015 ◽  
Vol 22 (4) ◽  
pp. 530-544 ◽  
Author(s):  
Arjen van Witteloostuijn
Keyword(s):  
International Business ◽  
External Validity ◽  
Design Methodology ◽  
Internal Validity ◽  
Cross Cultural ◽  
Web Based ◽  
Content Type ◽  
Experimental Laboratory ◽  
Experimental Management ◽  
Missed Opportunity

Purpose – The purpose of this paper is to argue that the time is ripe to establish a powerful tradition in Experimental International Business (IB). Probably due to what the Arjen van Witteloostuijn refers to as the external validity myth, experimental laboratory designs are underutilized in IB, which implies that the internal validity miracle of randomized experimentation goes largely unnoticed in this domain of the broader management discipline. Design/methodology/approach – In the following pages, the author explains why the author believes this implies a missed opportunity, providing arguments and examples along the way. Findings – Although an Experimental Management tradition has never really gained momentum, to the author, the lab experimental design has a very bright future in IB (and management at large). To facilitate the development of an Experimental IB tradition, initiating web-based tools would be highly instrumental. This will not only boost further progress in IB research, but will also increase the effectiveness and playfulness of IB teaching. Originality/value – Given the high potential of an Experimental IB, the Cross-Cultural and Strategic Management journal will offer a platform for such exciting and intriguing laboratory work, cumulatively contributing to the establishment of an Experimental IB tradition.

Cryptocurrency bubble risk and the FOMC announcements during COVID-19 black swan event

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Anis Jarboui ◽  
Emna Mnif
Keyword(s):  
Federal Reserve ◽  
Abnormal Returns ◽  
Relevant Information ◽  
Future Research ◽  
Open Market ◽  
Predictive Capacity ◽  
Federal Open Market Committee ◽  
Content Type ◽  
Cumulative Abnormal Returns ◽  
Practical Implications

Purpose After the COVID-19 outbreak, the Federal Reserve has undertaken several monetary policies to alleviate the pandemic consequences on the markets. This paper aims to evaluate the effects of the Federal Reserve monetary policy on the cryptocurrency dynamics during the COVID19 pandemic. Design/methodology/approach We examine the response and feedback effects via an event study methodology. For this purpose, abnormal returns (AR) and cumulative abnormal returns (CARs) around the first FOMC (Federal Open Market Committee) announcement related to the COVID-19 pandemic for the top five cryptocurrencies are explored. We, further investigate the effect of the eight FOMC statement announcements during the COVID19 pandemic on these cryptocurrencies (Bitcoin, Ethereum, Tether, Litecoin, and Ripple). In the above-mentioned crypto-currency markets, we investigate the presence of bubbles by using the PSY test. We then examine the concordance of the dates of these bubbles with the dates of the FOMC announcements. Findings The empirical results show that the first FOMC event has a negative significant effect after 4 days of the announcement date for all studied cryptocurrencies except Tether. The results also indicate that cumulative abnormal returns are significant during the event windows of (−3,8), (−3,9), and (−3,10). Besides, we find that Bitcoin, Ethereum and, Litecoin lived short bubbles lasting for a few days. However, Ripple and Tether markets present no bubbles and no explosive periods. Research limitations/implications This paper presents trained proof that FOMC announcements have a positive effect on volatility's predictive capacity. This work therefore promotes the study of the data quality of volatility in future research as well. Practical implications The justified effect of the FOMC announcements on cryptocurrency as a speculative asset has practical implications for investors in building their trading strategies in anticipation of the next FOMC announcement. Therefore, this study implies that the FOMC announcements contain very relevant information for investors in the cryptocurrency market. This research may not only encourage a better understanding of the evolution of the expectations of policymakers, but also facilitate a better understanding of how these expectations are developed. Originality/value The COVID-19 pandemic has disturbed the stability of financial markets, inciting the Fed to take some monetary regulations. To the best of our knowledge, this study is the first one that analyses the response of five major cryptocurrencies to FOMC announcements during COVID 19 pandemic and associates these dates with bubble occurrences.

Cross-cultural effects on graphical password memorability and design

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mona Mohamed ◽  
Tobin Porterfield ◽  
Joyram Chakraborty
Keyword(s):  
Visual Memory ◽  
Cross Cultural ◽  
Kingdom Of Saudi Arabia ◽  
Content Type ◽  
Graphical Password ◽  
Cultural Images ◽  
Cultural Considerations ◽  
Cultural Effects ◽  
Different Cultures ◽  
The Impact

Purpose This study aims to examine the impact of cultural familiarity with images on the memorability of recognition-based graphical password (RBG-P). Design/methodology/approach The researchers used a between-group design with two groups of 50 participants from China and the Kingdom of Saudi Arabia, using a webtool and two questionnaires to test two hypotheses in a four-week long study. Findings The results showed that culture has significant effects on RBG-P memorability, including both recognition and recall of images. It was also found that the login success rate depreciated quickly as time progressed, which indicates the memory decay and its effects on the visual memory. Research limitations/implications Collectively, these results can be used to design universal RBG-Ps with maximal password deflection points. For better cross-cultural designs, designers must allow users from different cultures to personalize their image selections based on their own cultures. Practical implications The RBG-P interfaces developed without consideration for users’ cultures may lead to the construction of passwords that are difficult to memorize and easy to attack. Thus, the incorporation of cultural images is indispensable for improving the authentication posture. Social implications The development of RBG-P with cultural considerations will make it easy for the user population to remember the password and make it more expensive for the intruder to attack. Originality/value This study provides an insight for RBG-P developers to produce a graphical password platform that increases the memorability factor.

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