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 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...

Negotiation scholars generally model agreement as the terminal "endpoint" of the process. From this perspective, parties instantaneously realize their outcomes when agreement is reached. Although this conception may also reflect the understanding of some negotiators (those with what we call a...

In this study, we examine culture-specific relationships between individual differences and distributive negotiations. We measured individual characteristics and their effects on distributive negotiations in both American[1] and Chinese cultures, using a Western-based scale (the 'Big Five') and...

Cultural intelligence (CQ), defined as one's capability to adapt to new cultural contexts (Earley, 2002), is a new concept in organizational literature. In this paper, we identify cultural intelligence as an important individual variable in international business negotiation. We propose a...

We investigate how trust reduces the tendency to use deception in negotiations from a culturally contextual perspective. We find culturally divergent patterns across Chinese and American negotiators. Specifically, for Chinese negotiators, cognition-based trust decreases the approval of using...

Negotiation teams are widely used to negotiate on behalf of organizations, yet relatively little is known about how they overcome the challenges posed by within team dynamics to create a sound across-the-table team bargaining strategy. This paper presents a two phase analysis of accounts of...

While many scholars have discussed the role of agents in negotiation, the matter of principle (constituent) behavior in broker-mediated negotiations versus principle behavior in principle-to-principle negotiations has gone unstudied. We suggest that agents create a social distance between...