Group Decis Negot (2013) 22: 389–405
DOI 10. 1007/s10726-011-9272-4
Cultural Perspective Taking in Cross-Cultural
Sujin Lee · Wendi T. Adair · Seong-Jee Seo
Published on-line: 2 Nov 2011
© Springer Science+Business Media M. V. 2011
Abstract This kind of study introduces the create cultural point of view taking in discussion, the effective consideration of the other party's culturally-normative negotiation behaviors prior to arbitration, and even comes close the effect of cultural point of view taking (CPT) versus alternative-focused perspective currently taking (PT) in cross-cultural talks. 160 undergrad students of United states and East Asian ethnicity in the United States and Canada participated in a controlled cross-cultural buyer-seller negotiation in a laboratory study. Participants were randomly assigned to CPT or PT condition. Results show that negotiators who also engaged in CPT claimed more appeal than those who engaged in PT. And when the two East Cookware and United states negotiators engaged in CPT, East Asian mediators claimed more appeal. CPT acquired no impact on value creation. This analyze highlights that learning about the other tradition before a cross-cultural face benefits value claiming, although not always value creation.
We thank Ethan Burris, Adam Galinsky, and At the Mannix because of their insightful remarks on prior versions with this manuscript and Michele Castaldi and Jenesis Squires for his or her valuable assistance with the task. Data collection was partly funded with a grant from the Social Sciences and Humanities Research Council of Canada.
S. Lee (B)
Division of Management Science, Graduate School of Innovation and Technology Management, KAIST, Daejeon, Republic of Korea
e-mail: [email protected] ac. kr
Watts. L. Adair
Department of Psychology, College or university of Waterloo, 200 University Ave., Western world Waterloo, ABOUT N2L 3G1, Canada
email: [email protected] california
S. -J. Seo
Graduate student School of Innovation and Technology Supervision, KAIST, Daejeon, Republic of Korea email: [email protected] alternating current. kr
S. Shelter et al.
Negotiation · Perspective acquiring · Culture · Worth claiming
Probably the most important stages in effective discussion planning is definitely considering the other party (Fisher ainsi que al. 1991). Researchers include defined perspective taking in arbitration as the active concern of the other party's alternatives and interests just before negotiation, and shown that this aids negotiators in the two claiming and creating value (Galinsky ain al. 08; Galinsky and Mussweiler 2001; Neale and Bazerman 1983). Prior perspective-taking research has not really examined the cross-cultural arbitration context, which in turn we claim necessitates a definite form of perspective taking. From this paper, we introduce and test social perspective taking in negotiation, a type of pre-negotiation organizing that involves definitely considering the additional party's culturally-normative communication and strategic repertoires. Whereas classic perspective choosing involves adding yourself in the other party's shoes and considering the additional party's alternatives and interests, cultural point of view taking consists of considering the normal approach to discussion that a counterpart from one more culture usually takes. Educating yourself about another culture's way of negotiation is often advocated in cross-cultural settlement training (Acuff 1997; Morrison et 's. 1994). Weiss (1994) offers that when cross-cultural negotiators figure out each other's negotiation best practice rules, they can accomplish an ideal means of mutual edition or synergy. It is wished that simply by understanding and anticipating a counterpart's discussion repertoire, negotiators will be able to properly interpret and adjust to strategies that may certainly not be broadly normative on their behalf. Whereas research has demonstrated that negotiators' repertoires are culturally-bounded (e. g. Adair et al. 2001, 2009; Gelfand and McCusker 2001), we have certainly not identified...
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