The role of affect in cross-cultural negotiations

Journal of International Business Studies

Volumn 29, Issue 4, 1998, Pages 749-772

  George, Jennifer M ^a   Jones, Gareth R ^a,b   Gonzalez, Jorge A ^a  

^a NEW YORK UNIVERSITY   (United States)

^b LANCASTER UNIVERSITY   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032286699     PISSN: 00472506     EISSN: 14786990     Source Type: Journal    
DOI: 10.1057/palgrave.jibs.8490051     Document Type: Article

References (105)

1. Abelson, R. P. 1981. The psychological status of the script concept. American Psychologist, 36: 715-29.
2. Abramson, N. R., Lane, H. W., Nagai, H. & H. Takagi. 1993. A comparison of Canadian and Japanese cognitive styles: Implications for management interaction. Journal of International Business Studies, 3: 575-87.
3. Adler, N. J. 1997. International dimensions of organizational behavior. Cincinnati, OH: South-Western.
4. Adler, R. S., Rosen, B. & E. M. Silver -stein. 1998. Emotions in negotiations: How to manage fear and anger. Negotiation Journal, April: 161-79.
5. Almagor, M. & Y. Ben-Porath. 1989. The two-factor model of self-reported mood: A cross-cultural replication. Journal of Personality Assessment, 53: 10-21.
6. Barber, B. 1983. The logic and limits of trust. New Brunswick, NJ: Rutgers University Press.
7. Baron, R. A. 1984. Reducing organizational conflict: An incompatible response approach. Journal of Applied Psychology, 69: 272-79.
8. Baron, R. A. 1990. Environmentally induced positive affect: Its impact on self-efficacy, task performance, negotiation, and conflict. Journal of Applied Social Psychology, 20: 368-84.
9. Barry, B., & R. L. Oliver. 1996. Affect in dyadic negotiation: A model and propositions. Organizational Behavior and Human Decision Processes, 67: 127-43.
10. Bond, M. H., Nakazato, H. S. & D. Shiraishi. 1975. Universality and distinctiveness in dimensions of Japanese person perception. Journal of Cross Cultural Psychology, 6: 34655.
11. Bower, G. H. 1981. Mood and memory. American Psychologist, 36: 129-48.
12. Bower, G. H. 1991. Mood congruity of social judgments. In J. P. Forgas, editor. Emotion and social judgments. Elmsford, NY: Pergamon Press, pp. 31-53.
13. Brief, A. P., Burke, M. J., George, J. M., Robinson, B. & J. Webster. 1988. Should negative affectivity remain an unmeasured variable in the study of job stress? Journal of Applied Psychology, 73: 710-25.
14. Burke, M. J., Brief, A. P., George, M., Roberson, L. & J. Webster. 1989. Measuring affect at work: Confirmatory analyses of competing mood structures with conceptual linkage to cortical regulatory systems. Journal of Personality and Social Psychology, 57: 1091-02.
15. Carnevale, P. J. D. & A. M. Isen. 1986. The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37: 1-13.
16. Church, A. T. & P. J. Burke. 1994. Exploratory and confirmatory tests of the Big Five and Tellegen’s Three-and Four-Dimensional Models. Journal of Personality and Social Psychology, 66: 93-114.
17. Church, A. T. & M. S. Kratigbak. 1989. Internal, external, and self-report structure of personality in a nonWestern culture: An investigation of cross-language and cross-cultural gen-eralizability. Journal of Personality and Social Psychology, 57: 857-72.
18. Costa, P. T. & R. R. Mc Crae. 1980. Influence of extraversión and neuroti-cism on subjective well-being: Happy and unhappy people. Journal of Personality and Social Psychology, 38: 668-78.
19. Cray, D. & G. R. Mallory. 1998. Making sense of managing culture. Boston, MA: International Thomson Business Press.
20. Csikszentmihalyi, M. & R. Larson. 1987. Validity and reliability of the experience sampling method. Journal of Nervous and Mental Disease, 175: 526-36.
21. Csikszentmihalyi, M. & J. LeFevre. 1989. Optimal experience in work and leisure. Journal of Personality and Social Psychology, 56: 815-22.
22. Deci, E. L. & R. M. Ryan. 1980. The empirical exploration of intrinsic motivational processes. In L. Berkowitz, editor, Advances in experimental social psychology (Vol. 13). San Diego, CA: Academic Press.
23. De Palma, A. 1994. It takes more than a visa to do business in Mexico. New York Times, June 26, F5.
24. Digman, J. M. 1990. Personality structure: Emergence of the Five-Factor Model. Annual Review of Psychology, 41: 417-40.
25. Digman, J. M. & A. G. Shmelyov. 1996. The structure of temperament and personality in Russian children. Journal of Personality and Social Psychology, 71:341-51.
26. Druckman D. & B. J. Broome 1991. Value differences and conflict resolution: Familiarity or liking? Journal of Conflict Resolution, 35: 571-93.
27. Erber, R. & M. W. Erber. 1994. Beyond mood and social judgment: Mood incongruent recall and mood regulation. European Journal of Social Psychology, 24: 79-88.
28. Ekman, P. 1972. Universals and cultural differences in facial expressions of emotion. In J. K. Cole, editor, Nebraska symposium on motivation. Lincoln State, NB: University of Nebraska Press, pp. 207-83.
29. Ekman, P. 1980. Biological and cultural contributions to body and facial movement in the expression of emotions. In A. O. Rorty, editor. Explaining emotions. Berkeley, CA: University of California Press, pp. 73-101.
30. Ekman, P. 1984. Expression and the nature of emotion. In K. R. Scherer & P. Ekman, editors, Approaches to emotion. Hillsdale, NJ: Erlbaum, pp. 319-43.
31. Ekman, P. 1994. Strong evidence for universals in facial expressions: A reply to Russell’s mistaken critique. Psychological Bulletin, 115: 268-87.
32. Ekman, P., Friesen, W. V. & P. Ellsworth. 1972. Emotion in the human face. Elmsford, NY: Pergamon.
33. Ekman, P., Friesen, W. V., O’Sullivan, M., Chan, A., Diacoyanni-Tarlatzis, I., Heider, K., Krause, R., Lecompte, W.A., Pitcairn, T., Ricci Bitti, P. E., Scherer, K. R., Tomita, M., & A. Tzavaras 1987. Universals and cultural differences in judgments of facial expressions of emotion. Journal of Personality and Social Psychology, 53: 712-17.
34. Ekman, P. & H. Oster. 1979. Facial expressions of emotion. Annual Review of Psychology, 30: 527-54.
35. Fayweather, J. & A. Kapoor. 1972. Simulated international business negotiations. Journal of International Business Studies, 3: 19-31.
36. Fayweather, J. 1976. Strategy and negotiation for the international corporation. Cambridge, MA: Ballinger.
37. Fiske, S. T. 1982. Schema-triggered affect: Applications to social perception. In M. S. Clark & S. T. Fiske, editors, Affect and cognition: The 17 Annual Carnegie Symposium on Cognition. Hillsdale, NJ: Erlbaum, pp. 55-78.
38. Fayweather, J. & S. E. Taylor. 1991. Social cognition. New York, NY: McGraw-Hill.
39. Forgas, J. P. 1991. Mood effects on partner choice: Role of affect in social decisions. Journal of Personality and Social Psychology, 61: 708-20.
40. Forgas, J. P. 1992a. Affect in social judgments and decisions: A multi-process model. In M. Zanna, editor, Advances in experimental social psychology (Vol. 25), San Diego, CA: Academic Press, pp. 227-75.
41. Forgas, J. P. 1992b. On bad mood and peculiar people: Affect and person typicality in impression formation. Journal of Personality and Social Psychology, 62: 863-75.
42. Forgas, J. P. 1995. Mood and judgment: The Affect Infusion Model (AIM). Psychological Bulletin, 117: 39-66.
43. Forgas, J. P. & Bower, G. H. 1987. Mood effects on person perception judgments. Journal of Personality and Social Psychology, 53: 53-60.
44. Forgas, J. P. 1988. Affect in social judgments. Australian Journal of Psychology, 40:125-45.
45. Frijda, N. H. 1986. The emotions. Cambridge, MA: Cambridge University Press.
46. George, J. M. 1992. The role of personality in organizational life: Issues and evidence. Journal of Management, 18: 185-213.
47. George, J. M. 1996. Trait and state affect. In K. R. Murphy, editor, Individual differences and behavior in organizations. San Francisco, CA: Jossey-Bass, pp. 145-71.
48. Glenn, E. S., Witmeyer, D. & K. A. Stevenson. 1977. Cultural styles of persuasion. International Journal of Intercultural Relations, 1(3): 52-66.
49. Graham, J. L. 1985. The influence of culture on the process of business negotiations. Journal of International Business Studies, 16: 81-96.
50. Graham, J. L. 1987. A theory of interorgani-zational negotiations. Research in Marketing, 9: 163-83.
51. Graham, J. L. 1990. An exploratory study of the process of marketing negotiations using a cross-cultural perspective. In R. C. Scarcella, E. S. Andersen & S. D. Krashen, editors, Developing communicative competence in a second language. New York, NY: Newbury House, pp. 239-78.
52. Graham, J. L. 1996. Vis-à-vis international business negotiations. In P. N. Ghauri & J. C. Usunier, editors, International business negotiations. Tarrytown, NY: Pergamon, pp. 69-91.
53. Graham, J. L. & Sano, Y. 1989. Smart bargaining: Doing business with the Japanese. Philadelphia, PA: Harper & Row.
54. Hall, E. T. 1966. The hidden dimension. Garden City, NY: Doubleday.
55. Hall, E. T. 1976. Beyond culture. Garden City, NY: Doubleday.
56. Hall, E. T. & M. R. Hall. 1990. Understanding culture differences. Yarmouth, ME: Intercultural Press.
57. Hofstede, G. 1991. Cultures and organizations. London: McGraw-Hill.
58. Hofstee, W. K. B., de Raad, B. & L. R. Goldberg. 1992. Integration of the Big Five and circumplex approaches to trait structure. Journal of Personality and Social Psychology, 63: 146-63.
59. Hollingshead, A. B. & P. Carnevale. 1990. Positive affect and decision frame in integrative bargaining: A reversal of the frame effect. Academy of Management Best Paper Proceedings, 64-8.
60. Kumar, R. 1989. Affect, cognition, and decision making in negotiation: A conceptual integration. In M. A. Rahim, editor, Managing conflict: An interdisciplinary approach. Westport, CT: Praeger, pp. 1986-94.
61. Kumar, R. 1997. The role of affect in negotiations: An integrative overview. Journal of Applied Behavioral Science, 33: 84-100.
62. Lawler, E. J. & J. Yoon. 1993. Power and the emergence of commitment behavior in negotiated exchange. American Sociological Beview, 58: 465-81.
63. ndedition). Burr Ridge, IL: Irwin.
64. Lewis, J. & A. Weigert. 1985. Trust as a social reality. Social Forces, 63: 967-85.
65. Lutz, C. & G. M. White. 1986. The anthropology of emotions. Annual Beview of Anthropology, 15: 405-36.
66. Markus, H. R. & S. Kitayama. 1991. Culture and the self: Implications for cognition, emotion, and motivation. Psychological Beview, 98: 224-53.
67. Mayer, J. D. & Y. N. Gaschke. 1988. The experience and meta-experience of mood. Journal of Personality and Social Psychology, 55: 102-11.
68. Mc Crae, R. R. 1989. Why I advocate the Five-Factor Model: Joint factor analyses of the NEO-PI with other instruments. In D. M. Buss & N. Cantor, editors, Personality psychology: Recent trends and emerging directions. New York, NY: Springer-Verlag, pp. 237-45.
69. Neale, M. A. & G. B. Norhtcraft. 1991. Behavioral negotiation theory: A framework for conceptualizing dyadic bargaining. In L. L. Cummings & B. M. Staw, editors, Research in organizational behavior (Vol. 13). Greenwich, CT: JAI Press, pp. 147-90.
70. Oliver, R. L., Balakrishnan, P. V. & B. Barry. 1994. Outcome satisfaction in negotiation: A test of expectancy disconfirmation. Organizational Behavior and Human Decision Processes, 60: 252-75.
71. Ostendorf, F. 1990. Sprache und per-sonlikeitstructur: Zur validitat des Funf-Factoren Modells der person-likeit [Language and personality structure: Toward a validation of the Five-Factor model of personality]. Regensburg, Germany: Verlag. As cited in Digman and Shmelyov (1996).
72. Parrott, W. G. 1993. Beyond hedonism: Motives for inhibiting good moods and for maintaining bad moods. In D. M. Wegner & J. W. Pennebaker, editors, Handbook of mental control. Englewood Cliffs, NJ: Prentice-Hall, pp. 278-305.
73. Parrott, W. G. & J. Sabini. 1990. Mood and memory under natural conditions: Evidence for mood incongruent recall. Journal of Personality and Social Psychology, 59: 321-36.
74. Perlmutter, H. 1983, 1984. “More than 50% of international managers’ time is spent in negotiating—in interpersonal transaction time influencing other managers.” Statement made at the Academy of Management Meeting, August 1983, and at The Wharton School, 1984, as cited in Adler (1997).
75. Pondy, L. R. 1967. Organizational conflict: Concepts and models. Administrative Science Quarterly, 2: 296-320.
76. Posner, M. I., Rothbart, M. K. & C. Harman. 1994. Cognitive science’s contributions to culture and emotion. In S. Kitayama & H. R. Markus, editors, Emotion and culture. Washington, DC: American Psychological Association, pp. 197-216.
77. Rafaeli, A. 1989. When cashiers meet customers: An analysis of the role of supermarket cashiers. Academy of Management Journal, 32: 245-73.
78. Rafaeli, A. & R. I. Sutton. 1989. The expression of emotion in organizational life. In B. M. Staw & L. L. Cummings, editors, Research in organizational behavior (Vol. 11). Greenwich, CT: JAI Press, pp. 1-42.
79. Rempel, J. K., Holms, J. G. & M. P. Zanna. 1985. Trust in close relationships. Journal of Personality and Social Psychology, 49: 95-112.
80. Rumelhart, D. E. & A. Ortony. 1977. The representation of knowledge in memory. In R. C. Anderson, R. J. Spiro & W. E. Montague, editors, Schooling and the acquisition of knowledge. Hillsdale, NJ: Erlbaum, pp. 99-136.
81. Scherer, K. R. & H. G. Wallbott. 1994. Evidence for universality and cultural variation of differential emotion response patterning. Journal of Personality and Social Psychology, 66: 310-28.
82. Schwarz, N. 1990. Feelings as information. In E. T. Higgins and R. M. Sorrentino, editors, Handbook of motivation and cognition: Foundations of social behavior (Vol. 2). New York, NY: Guilford, pp. 527-61.
83. Shapiro, D. L. & R. J. Bies. 1994. Threats, bluffs, and disclaimers in negotiations. Organizational Behavior and Human Decision Processes, 60: 14-35.
84. Shaver, P. R., Wu, S. & J. C. Schwartz. 1992. Cross-cultural similarities and differences in emotion and its representation. In M. S. Clark, editor, Emotion. Newbury Park, CA: Sage, pp. 175-212.
85. Shmelyov, A. G. & V. I. Pokhil’ko. 1993. A taxonomy oriented study of Russian personality trait names. European Journal of Personality, 7: 117.
86. Tannen, D. 1995a. Talking from 9 to 5. New York, NY: Avon Books.
87. Tannen, D. 1995b. The power of talk. Harvard Business Review, September-October, 73: 138-48.
88. Tellegen, A. 1982. Brief manual for the differential personality questionnaire. Unpublished manuscript, University of Minnesota.
89. Tellegen, A. 1985. Structures of mood and personality and their relevance to assessing anxiety, with an emphasis on self-report. In A. H. Tuma & J. D. Maser, editors, Anxiety and the anxiety disorders. Hillsdale, NJ: Erlbaum, pp. 681-706.
90. Tin-Toomey, S. 1988. Intercultural conflict styles: A face-negotiation theory. In Y. Kim & W. Gudykunst, editors, Theories in intercultural communications. Newbury Park, CA: Sage, pp. 213-35.
91. Tse, D.K., Francis, J. T. & S. Wall. 1994. Cultural differences in conducting intra- and inter-cultural negotiations: A Sino-Canadian Comparison. Journal of International Business Studies, 3: 537-55.
92. Trompenaars, F. 1993. Riding the waves of culture: Understanding cultural diversity in business. London: Nicholas Brealey.
93. Tung, R. I. 1984. How to negotiate with the Japanese. California Management Review, 6: 481-89.
94. Wall, J. A., Jr. 1991. Impression management in negotiations. In R. A. Giacalone and P. Rosenfeld, editors, Applied impression management: How image-making affects managerial decisions. Newbury Park, CA: Sage, pp. 133-56.
95. Walton, R. E. & R. B. Mc Kersie. 1965. A behavioral theory of labor negotiations: An analysis of a social interaction system. New York, NY: McGraw-Hill.
96. Watson, D. & L. A. Clark. 1984. Negative affectivity: The disposition to experience aversive emotional states. Psychological Bulletin, 96: 465-90.
97. Watson, D. 1992. On traits and temperament: General and specific factors of emotional experience and their relation to the five-factor model. Journal of Personality, 60: 441-76.
98. Watson, D. & J. W. Pennebaker. 1989. Health complaints, stress, and distress: Exploring the central role of negative affectivity. Psychological Review, 96: 234-54.
99. Watson, D., Clark, L. A. & A. Tellegen. 1988. Development and validation of brief measures of positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology, 54: 1063-70.
100. Watson, D. & A. Tellegen. 1985. Toward a consensual structure of mood. Psychological Bulletin, 98: 219-35.
101. Weiss, S. & W. Stripp. 1985. Negotiation with foreign business persons: An introduction for Americans with propositions on six cultures. New York University, Faculty of Business Administration.
102. Weiss, S. E. 1993. Analysis of complex negotiations in international business: The RBC perspective. Organization Science, 4: 269-300.
103. Zautra, A. J. & J. W. Reich. 1983. Life events and perceptions of life quality: Developments in a two-factor approach. Journal of Community Psychology, 11: 121-32.
104. Zautra, A. J. & L. S. Simons. 1979. Some effects of positive life events in community mental health. American Journal of Community Psychology, 7: 441-51.
105. Zevon, M. A. & A. Tellegen. 1982. The structure of mood change: An idio-graphic/nomothetic analysis. Journal of Personality and Social Psychology, 43: 111-22.