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.

Employer perceptions of self-initiated expatriate employability in China

2015 ◽  
Vol 3 (3) ◽  
pp. 303-330 ◽  
Author(s):  
Paula Makkonen
Keyword(s):  
Qualitative Study ◽  
Cultural Context ◽  
Design Methodology ◽  
Cross Cultural ◽  
The Other ◽  
Content Type ◽  
Employer Perceptions ◽  
Employer Perspective ◽  
Depth Interviews ◽  
Practical Implications

Purpose – The purpose of this paper is to offer an employer perceptive on the employability of self-initiated expatriates (SIEs) by contrasting SIEs with other identified staffing groups available for the staffing of MNC subsidiaries in China. Design/methodology/approach – This qualitative study is based on in-depth interviews with 24 Westerners with direct staffing responsibilities in subsidiaries of western MNCs located in China. The employability of each identified staffing group was assessed using the person-to-environment fit approach from four-fit perspectives (person-to-job and to-group, organisation and cultural context). Findings – The study revealed how from the employer perspective SIEs do not form a heterogeneous group, but instead there are two groups with different fit profiles. The study illustrates how western SIEs are an uncommon and under-used staffing group in cross-cultural staffing settings in China due to their low employability in comparison to alternative staffing groups. The study also revealed the prevalent bipolarity (the Westerners vs the Chinese) and heterogeneity within the identified staffing groups. Research limitations/implications – The study recognises the lack of employer perspective in SIE literature and also that SIEs are an under-represented group in the staffing literature. Practical implications – The findings help explain how MNC staffing is culturally bound and how the staffing process should incorporate more than just an assessment of job-related qualifications. The findings also help explain the challenges SIEs can experience in cross-cultural career settings. Originality/value – The study is one of the first to provide an employer perspective on SIE careers and contrast SIEs to the other alternative staffing groups available to MNC subsidiaries in China.

Career satisfaction antecedents of professional accounting returnees in international workplaces: an employee experience perspective

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nga Thi Thuy Ho ◽  
Hung Trong Hoang ◽  
Pi-Shen Seet ◽  
Janice Jones ◽  
Nhat Tan Pham
Keyword(s):  
Design Methodology ◽  
Career Satisfaction ◽  
Home Country ◽  
Well Being ◽  
Cross Cultural ◽  
Cultural Work ◽  
Content Type ◽  
Different Types ◽  
Employee Experience ◽  
Practical Implications

PurposeThe purpose of this study is to examine the determinants of career satisfaction of professional accounting returnees who have studied and/or worked abroad and then returned to work in different types of international workplaces in their home country.Design/methodology/approachA survey of professional accounting returnees in Vietnam was undertaken and multiple regression analysis was applied to test the proposed relationships.FindingsThis study finds that career satisfaction is affected by career fit, career sacrifice, types of international workplaces (domestically headquartered firms versus globally headquartered firms) and cross-cultural work readjustment. Further, cross-cultural work readjustment partially mediates the effect of career fit and career sacrifice on career satisfaction.Practical implicationsThe research provides the basis for designing career-related employee experiences to support career satisfaction of professional accounting returnees.Originality/valueThis study integrates dimensions of career embeddedness with cross-cultural work readjustment and employee experiences, which are normally studied separately, in different types of international workplaces. It contributes to the limited research on contributors to well-being in the form of career satisfaction among professional returnees in an emerging economy.

Contemporary Japanese art: between globalization and localization

2018 ◽  
Vol 8 (2) ◽  
pp. 137-151 ◽  
Author(s):  
Eimi Tagore-Erwin
Keyword(s):  
Design Methodology ◽  
Critical Discussion ◽  
Western World ◽  
Power Structures ◽  
Content Type ◽  
Japanese Art ◽  
Art Historians ◽  
Western Hegemony ◽  
Global Art ◽  
Practical Implications

Purpose The purpose of this paper is to identify and analyze the influence that globalization has had on the development of the contemporary Japanese art production. The study also aims to expand the global narrative of Japanese art by introducing concepts behind festivals for revitalization that have been occurring in Japan in recent years. Design/methodology/approach Guided by Culture Theorist Nira Yuval-Davies’ approach to the politics of belonging, the paper is situated within cultural studies and considers the development of contemporary art in Japan in relation to the power structures present within the global art market. This analysis draws heavily from the research of art historians Reiko Tomii, Adrian Favell, and Gennifer Weisenfeld, and is complemented by investigative research into the life of Art Director Kitagawa Fram, as well as observational analyses formed by on-site study of the Setouchi Triennale in 2015 and 2016. Findings The paper provides historical insight to the ways that the politics of belonging to the western world has created a limited benchmark for critical discussion about contemporary Japanese art. It suggests that festivals for revitalization in Japan not only are a good source of diversification, but also evidences criticism therein. Research limitations/implications Due to the brevity of this text, readers are encouraged to further investigate the source material for more in-depth understanding of the topics. Practical implications The paper implies that art historiography should take a multilateral approach to avoid a western hegemony in the field. Originality/value This paper fulfills a need to reflect on the limited global reception to Japanese art, while also identifying one movement that art historians and theorists may take into account in the future when considering a Japanese art discourse.

Framing the local food experience: a case study of a Finnish pop-up restaurant

2018 ◽  
Vol 120 (1) ◽  
pp. 133-145 ◽  
Author(s):  
Inari Aaltojärvi ◽  
Maija Kontukoski ◽  
Anu Hopia
Keyword(s):  
Cultural Context ◽  
Design Methodology ◽  
Local Food ◽  
Regional Identity ◽  
Research Setting ◽  
Content Type ◽  
Food Experience ◽  
Group Interviews ◽  
Practical Implications

Purpose The purpose of this paper is to analyse how Finnish customers at the pop-up restaurant event Trip to Province, which took place in South Ostrobothnia, Finland, make sense of the locality. Design/methodology/approach The data consist of 3 group interviews and 18 respondents, whose responses were analysed using a frame analysis. Findings Locality is discussed in the context of three frames: the immediate surroundings, the Finnish national ethos and the global discourses of food enthusiasts. The results show that, in terms of local food events, locality comprises not only food, but also place, people and cultural context conveying national and global elements. Research limitations/implications The data of this study are limited in size, and limited to the Finnish context. Practical implications Local food events could be promoted to locals and nearby residents, not just to tourists. With the design of the eating environment (music and visuals), the local food experience can be enhanced. Social implications Local food events strengthen the residents’ regional identity. Originality/value The research setting for this paper is original; the study takes part in the scarce discussion about gastronomic tourism in Finland. The study broadens the view that local food is just about food; regarding local food events, locality also entails place, people, nationality and globality.

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.

Brand expansion through reverse socialization: an example of iPhone in China

2020 ◽  
Vol 23 (1) ◽  
pp. 1-20
Author(s):  
Ruoshui Jiao ◽  
Jack Wei
Keyword(s):  
Design Methodology ◽  
Positive Influence ◽  
Cross Cultural ◽  
Cultural Barriers ◽  
Chinese Consumers ◽  
Content Type ◽  
Global Brands ◽  
Symbolic Meanings ◽  
Managerial Implications ◽  
Practical Implications

Purpose One of the greatest challenges that global brands face as they expand into new markets and segments is overcoming social and cultural barriers that prevent them from being accepted by consumers. By drawing on theories of Mead’s prefigurative cultures, reverse socialization and symbolic interactionism, this paper aims to investigate the process of reverse socialization, the antecedents and its impact on parents’ attitude toward the reverse socialized brand. Design/methodology/approach Using in-depth interviewing method, data were collected from 20 Chinese consumers by capturing the accounts of both parents and their children involved in reverse socialization. The interpretive content analysis was used to study the data. Findings Reverse socialization exerts positive influence on brand attitude and facilitates parents’ adoption of the socialized brand. The brand has acquired additional symbolic meanings for Chinese consumers, which in turn enhances self-brand connections among them. Practical implications Managerial implications include strategies for cross-cultural marketers to maximize the acceptance of brands by elderly consumers through reverse socialization and efficiently expand the brands’ market into more segments. Originality/value As the first research of its kind (to the authors’ knowledge), the findings fill a gap in the marketing literature by demonstrating adult children’s influence on parents through reverse socialization.

Does housing market impair employment in The Czech Republic?

2015 ◽  
Vol 8 (3) ◽  
pp. 318-334 ◽  
Author(s):  
Martin Konecný ◽  
Dominik Stroukal
Keyword(s):  
Czech Republic ◽  
Panel Data ◽  
Design Methodology ◽  
Detrimental Effect ◽  
Western World ◽  
The Czech Republic ◽  
Content Type ◽  
Negative Effect ◽  
Building Societies ◽  
Practical Implications

Purpose – The main aim of this paper is to find whether homeownership can have detrimental effect on employment in The Czech Republic. Design/methodology/approach – Oswald’s conjecture is tested on the set of panel data across Czech regions between the years of 2005 and 2012. Findings – By testing a model similar to Oswald’s, this paper receives the similar result that the rate of homeownership leads to higher rate of unemployment in following years. The second model tested in the paper does not support previous findings that regional rate of homeownership has negative effect on individual’s probability of being unemployed. Research limitations/implications – Findings of this paper are valid only for The Czech Republic. Possible refinements to the model are presented as inspiration for further research. Practical implications – Results bring a powerful argument into debate about subsidization of homeowners through building societies. Originality/value – This paper is a first examination of Oswald’s hypothesis in The Czech Republic. It opens a debate about whether Oswald’s conjecture holds outside of the Western world.

Thinking orientation and preference for research methodology

2016 ◽  
Vol 33 (6) ◽  
pp. 437-446 ◽  
Author(s):  
Feisal Murshed ◽  
Yinlong Zhang
Keyword(s):  
Research Methodology ◽  
Design Methodology ◽  
Laboratory Experiments ◽  
Qualitative Methodology ◽  
Marketing Research ◽  
Cross Cultural ◽  
The Other ◽  
Content Type ◽  
Holistic Thinking ◽  
Practical Implications

Purpose This research aims to investigate how preference for marketing research methodology (quantitative vs qualitative) is contingent on the thinking orientation (analytic vs holistic) of the researchers. Design/methodology/approach Thinking orientation was measured and then manipulated in laboratory experiments. Cross-cultural evidence was sought by comparing Western and East Asian participants. Findings Results demonstrate that researchers with an analytic (holistic) thinking orientation tend to perceive quantitative (qualitative) methodology more favorably. Further, the need to offer reasons in support of the choice strengthened the effect of thinking orientation. Practical implications Understanding researchers’ preferences for one research methodology over the other has broad relevance for external constituents, as it involves a great deal of managerial commitment in terms of time and money and can affect the results of the research. Originality/value This is the first study to investigate factors that underlie researchers’ choice regarding research methodology, and it also extends the literature on analytic versus holistic thinking orientation in the marketing field.

Prescribed consumption and consumers' decision-making styles: a cross-cultural comparison between Europe and Asia

2016 ◽  
Vol 44 (3) ◽  
Author(s):  
Corinne Lamour ◽  
Catherine De La Robertie
Keyword(s):  
Decision Making ◽  
Cultural Context ◽  
Design Methodology ◽  
Cross Cultural ◽  
Consumer Decision Making ◽  
Chinese Sample ◽  
Product Categories ◽  
Decision Making Styles ◽  
Set Up ◽  
Practical Implications

Purpose The goal of this research is 1) to check if shopping prescription consciousness is a fundamental decision-making characteristic, 2) to know its weight and position into consumer decision-making styles (DMS), and 3) to compare results between France and China. Design/methodology/approach A quantitative survey using the Consumer Styles Inventory (Sproles and Kendall, 1986) is done with 308 French and 221 Chinese pet food buyers. Factorial, multivariance, clustering and discriminant analyses are run. Findings Findings reveal that shopping prescription consciousness is a fundamental decision-making characteristic. Although this concept scores the same in both cultures, correlations between shopping prescription and other characteristics vary from a culture to another, showing a different prescription follower profile. In addition, opposite to our expectations prescription consciousness has a discriminant role on DMS in France but not in China. Finally, culture impacts overall DMS. Research limitations/implications The Chinese sample is weak. This study must be replicated in more product categories and involve more countries. This paper attempts to enrich prescribed consumption knowledge in a cross-cultural context. Practical implications This paper 1) enriches academic understanding of the decision delegation concept, in a cross-cultural context, and 2) encourages organizations involved in complex products to set up loyalty qualitative programs and prescriber networks to ease shopping decision and consequently increase sales. Originality/value This is the first time that decision delegation and prescription is studied according to decision-making styles in a cross-cultural context.

The symbol of Saint Gióng and the Gióng festival in the historical context of Vietnam

2019 ◽  
Vol 9 (1) ◽  
pp. 37-45
Author(s):  
Hai Hong Dinh
Keyword(s):  
Cultural History ◽  
Cultural Context ◽  
Design Methodology ◽  
Historical Context ◽  
Modern Society ◽  
Core Element ◽  
Content Type ◽  
History Of ◽  
Gradual Transformation ◽  
Practical Implications

Purpose The purpose of this paper is to trace the way in which a popular ritual became one of Vietnam’s most important festivals, elevated as a celebration of national heroism and charts its gradual transformation in modern society. Design/methodology/approach This research focuses on the combination of a fertility rite and narratives of St Gióng based on nationalism or heroism created a special festival reflecting many traditional cultural characteristics of Vietnam and the Việt people and the transformation of St Gióng from a mythological to a national symbol of heroism in anti-invader history was recorded in texts. Findings The paper casts light on the mythologization and historicization of St Gióng in Vietnam’s particular historical context by decoding the Gióng symbol as a core element of the folktales and myths about St Gióng to understand the formation and development of St Gióng in the cultural history of Vietnam. Research limitations/implications The paper is not exploring the Gióng symbol within a larger cultural context of nationalism and ethnosymbolic approach in a comparison of national symbolism and heroism. Practical implications The paper includes implications for advised scholars to conduct further exploration of the symbol and myth of not only St Gióng in Vietnam but also Kubera in India and Vaisravana in China to connect Kubera, Vaisravana and St Gióng under the connection of literal myth and heroic symbol. Social implications The paper shows how processes of historicizing myth and mythologizing history are important features of Vietnamese socio-historical research. Originality/value The paper shows how a fertility rite became a historical festival and the figure of St Gióng became a symbol of patriotic heroism.

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