Negotiating in the United States and Hong Kong

被引:0
作者
Catherine H. Tinsley
Madan M. Pillutla
机构
[1] Georgetown University,
[2] Hong Kong University of Science & Technology,undefined
来源
Journal of International Business Studies | 1998年 / 29卷
关键词
D O I
暂无
中图分类号
学科分类号
摘要
We propose that cultural values (self-enhancement, self-transcendences, conservatism, and openness to change) provide a social environment where some negotiation strategies are selected to survive over others. These selected negotiation strategies become normative. Results from a negotiation simulation in the United States and Hong Kong indicate that U.S. negotiators are more likely to subscribe to self-interest and joint problems solving norms, and Hong Kong Chinese negotiators are more likely to subscribe to an equality norm. Further, U.S. negotiators report more satisfaction when they maximize joint gain and Hong Kong Chinese negotiators are happier when they achieve outcome parity. The reported norms and outcome evaluations are consistent with the value profiles of the two cultures. The implications of these cultural differences are discussed in terms of expanding U.S. based negotiation theory.
引用
收藏
页码:711 / 727
页数:16
相关论文
empty
未找到相关数据