We extend Gelfand and Realo’s (1999) argument that accountability motivates negotiators from relationally-focused cultures to use a more pro-relationship approach during negotiations. Our research shows that the effect they predict is found only when the other negotiating partner is an...

Most arbitration research has been conducted in United States, despite the growth of arbitration internationally. In this study, we examine differences between Chinese and Americans arbitrators. First, we examine general levels of leniency versus punishment when arbitrators make awards. We...

Most arbitration research has been conducted in United States, despite the growth of arbitration internationally. In this study, we plan to examine one area where cross-cultural differences between Chinese and Americans have been found - attribution - and explore what effects this might have on...

In this study, we examine differences between Chinese and American commercial arbitrators. We predict, and find, that Chinese arbitrators make higher awards for inter-firm contract violations than Americans. This difference is partially explained by differences in attributions. Prior theory...

Most cross-cultural research focuses on general differences or similarities between cultures, while little attention has been paid to when these differences emerge. A dynamic constructivist view of culture (Hong, Morris, Chiu, & Benet- Martínez, 2000; Morris & Fu, 2001) posits that culture impacts...

This study examined real world sales negotiations. We collected data in collaboration with a large Taiwanese eyeglasses company. Our data showed that the higher the first offers (made from either side) the higher the store profit for the final deal, but this effect was lessened when the had a...

This study examined the extent to which employees experience collective shame and guilt for the wrongful acts by their companies, and the potential effects of these emotions on turnover intention and organizational citizenship behaviors. The study context was a real industry-wide PR crisis in...