What Makes Some Intercultural Negotiations More Difficult Than Others? Power Distance and Culture-Role Combinations
Keyword(s):
This study examines whether and how intercultural negotiation dyads that vary in culture-role combinations experience different negotiation processes and outcomes. Participants completed an employment contract negotiation with a culturally different counterpart. Results indicated that high-status, high-power distance negotiators paired with low-status, low-power distance negotiators experienced more anger, placed less emphasis on cooperative goals, used less priority information exchange, and, consequently, gained less joint profits than high-status, low-power distance negotiators paired with low-status, high-power distance negotiators. Theoretical and practical implications of the study are discussed.
2017 ◽
Vol 25
(5)
◽
pp. 593-613
◽
2018 ◽
Vol 10
(2)
◽
pp. 159-179
◽
Keyword(s):
2012 ◽
Vol 18
(3)
◽
pp. 251-257
◽
Keyword(s):
2017 ◽
Vol 4
(1)
◽
pp. 72-95
◽
2018 ◽
Vol 25
(1)
◽
pp. 70-95
◽
Keyword(s):
2013 ◽
pp. 267-278
◽
Keyword(s):
2021 ◽
Vol ahead-of-print
(ahead-of-print)
◽
Keyword(s):
Keyword(s):