The global health pandemic and the ensuing global recession has caused unprecedented uncertainty, risks, and devastation to individuals, families, societies, and organizations. In this context, a central question arises: what are the prospects for globalization? This article addresses five...

The endowment effect – the tendency for owners (potential sellers) to value objects more than potential buyers – is among the most widely studied judgment and decision-making phenomena. However, the current research is the first to explore whether the effect varies across cultures. Given...

The term “cultural mosaic” reflects Canadian social ideology regarding multiculturalism. Unlike a “melting pot” that emphasizes blending and abandonment of cultural heritage, a cultural mosaic describes a society in which cultural groups live and work together maintaining their unique...

Consistent with a dynamic constructivist approach to culture, we propose the negotiation context activates a different set of needs for U.S. and Japanese negotiators. While both U.S. and Japanese negotiators have needs to be logical and to uphold social norms, we propose that the effectiveness...

In the last decade faultline theory (Lau & Murnighan, 1998), which suggests that negative effects of diversity on group functioning will be observed when a team splits into subgroups, has garnered diversity researchers’ attention. This study builds on and extends previous faultline research by...

Theory on culture and influence in negotiation predicts cultural differences along the lines of informational versus relational persuasion. We review empirical findings that do not offer consistent support for the existing theory. We then uncover a refined four-factor model of persuasion in...

The focus a negotiator adopts during planning affects both individual and joint outcomes. An experiment confirms that (a) individual outcomes are affected more by a planning focus on self versus other and, (b) joint outcomes depend more on a planning focus on distributive versus integrative...

Prior literature on conflict in teams has generally established that team heterogeneity (vs. homogeneity) influences the extent to which conflict occurs in teams. However, to date literature has not examined different types of culturally homogeneous teams’ experience of team conflict and its...

Intergroup research has focused primarily, if not solely, on how an intergroup comparative context primes social categorization. The current research examines how individual differences, in terms of distinct forms of social self (the relational versus collective self), differentially drive...

The current study extends prior negotiation research on culture and verbal behavior by investigating the display of nonverbal behaviors associated with dominance by male and female Canadian and Chinese negotiators. We draw from existing literature on culture, gender, communication, and display...