Hong Kong versus U.S. negotiations: Effects of culture, alternatives, outcome scales, and mediation

Journal of Applied Social Psychology

Volumn 28, Issue 14, 1998, Pages 1219-1244

  Arunachalam, Vairam ^a   Wall Jr , James A ^a   Chan, Chris ^b  

^a UNIVERSITY OF MISSOURI   (United States)

^b MACQUARIE UNIVERSITY   (Australia)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032537628     PISSN: 00219029     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1559-1816.1998.tb01675.x     Document Type: Article

References (49)

1. Bazerman, M. H., Neale, M. A., Valley, K. L., Zajac, E., & Kim, Y. M. (1992). The effect of agents and mediators on negotiation outcomes. Organizational Behavior and Human Decision Processes, 53, 55-73.
2. Bock, R. E. (1975). Multivariate statistical methods in behavioral research. New York, NY: McGraw-Hill.
3. Carnevale, P. J. D. (1986). Mediating disputes and decisions in organizations. In M. H. Bazerman, R. J. Lewicki, & B. Sheppard (Eds.), Research on negotiation in organizations (Vol. 1, pp. 251-269). Greenwich, CT: JAI.
4. Carnevale, P. J. D., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of Psychology, 43, 531-582.
5. Chalos, P., & Haka, S. (1990). Transfer pricing under bilateral bargaining. The Accounting Review, 65, 624-641.
6. Chinese Culture Connection. (1987). Chinese values and search for culture-free dimensions of culture. Journal of Cross-Cultural Psychology, 18, 143-164.
7. Conlon, D. E., Carnevale, P. J., & Ross, W. H. (1994). The influence of third-party power and suggestions on negotiation: The surface value of a compromise. Journal of Applied Social Psychology, 24, 1084-1113.
8. Douglas, A. (1972). Industrial peacemaking. New York, NY: Columbia University Press.
9. Druckman, D. (1977). Social-psychological approaches to the study of negotiation. In D. Druckman (Ed.), Negotiations (pp. 15-44). Beverly Hills, CA: Sage.
10. Fisher, R., & Ury, W. (1981). Getting to yes: Negotiating agreement without giving in. Boston, MA: Houghton-Mifflin.
11. Friedman, J. W. (1990). Game theory with applications to economics (2nd ed.). New York, NY: Oxford University Press.
12. Gudykunst, W., & Ting-Toomey, S. (1988). Cultural and interpersonal communication. Newbury Park, CA: Sage.
13. Hofstede, G. (1984). Culture's consequences, international differences in work-related values. London, UK: Sage.
14. Hofstede, G. (1991). Cultures and organizations: Software of the mind. New York, NY: McGraw-Hill.
15. Hsu, F. L. K. (1970). Americans and Chinese. New York, NY: Natural History.
16. Hui, C., & Triandis, H. (1986). Individualism-collectivism: A study of cross-cultural researchers. Journal of Cross-Cultural Psychology, 17, 225-248.
17. Jones, L. V., & Bock, R. D. (1960). Multiple discriminant analysis applied to "Ways to Live" ratings from six cultural groups. Sociometry, 23, 162-176.
18. Kaplan, R., & Atkinson, A. (1989). Advanced management accounting. Englewood Cliffs, NJ: Prentice-Hall.
19. Kressel, K., & Pruitt, D. G. (1985). Themes in the mediation of social conflict. Journal of Social Issues, 41, 179-198.
20. Kressel, K., & Pruitt, D. G. (1989). A research perspective on the mediation of social conflict. In K. Kressel & D. G. Pruitt (Eds.), Mediation research (pp. 394-436). San Francisco, CA: Jossey-Bass.
21. Leung, K. (1987). Some determinants of reactions to procedural models for conflict resolution: A cross-national study. Journal of Personality and Social Psychology, 53, 898-908.
22. Leung, K., & Bond, M. (1984). The impact of cultural collectivism on reward allocation. Journal of Personality and Social Psychology, 47, 793-804.
23. Leung, K., & Iwawaki, S. (1988). Cultural collectivism and distributive behavior. Journal of Cross-Cultural Psychology, 19, 35-49.
24. McAlister, L., Bazerman, M. H., & Fader, P. (1986). Power and goal setting in channel negotiations. Journal of Marketing Research, 23, 228-236.
25. Murnighan, J. K. (1986). The structure of mediation and intravention: Comments on Carnevale's strategic choice model. Negotiation Journal, 2, 351-356.
26. Pinkley, R. L. (1995). Impact of knowledge regarding alternatives to settlement in dyadic negotiations: Whose knowledge counts? Journal of Applied Psychology, 80, 403-417.
27. Pinkley, R. L., Brittain, J., Neale, M. A., & Northcraft, G. B. (1995). Managerial third-party dispute intervention: An inductive analysis of intervenor strategy selection. Journal of Applied Psychology, 80, 386-402.
28. Pinkley, R. L., Neale, M. A., & Bennett, R. J. (1994). The impact of alternatives to settlement in dyadic negotiation. Organizational Behavior and Human Decision Processes, 57, 97-116.
29. Pruitt, D. G. (1981). Negotiation behavior. New York, NY: Academic.
30. Pruitt, D. G., Rubin, J. Z., & Kim, S. H. (1994). Social conflict: Escalation, stalemate, and settlement. New York, NY: McGraw-Hill.
31. Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Harvard University Press.
32. Rapoport, A., & Chammah, A. M. (1965). Prisoner's dilemma. Ann Arbor, MI: University of Michigan Press.
33. Roloff, M. E., & Dailey, W. O. (1987, June). The effects of alternatives to reaching agreement on the development of integrative solutions to problems: The debilitating side effects of shared BATNA. Paper presented at the Temple University Discourse Conference Conflict Intervention: Perspectives on Process, Philadelphia, PA.
34. Rubin, J. Z. (1981). Dynamics of third-party intervention: Kissinger in the middle east. New York, NY: Praeger.
35. Sheppard, B. H. (1984). Third-party conflict intervention: A procedural framework. Research in Organizational Behavior, 6, 141-190.
36. Spicer, B. (1988). Towards an organizational theory of the transfer pricing process. Accounting, Organizations and Society, 13, 303-322.
37. Thompson, L. L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47, 98-123.
38. Triandis, H. (1988). Collectivism versus individualism: A reconceptualization of a basic concept in cross-cultural psychology. In G. Verma & C. Bagley (Eds.), Cross-cultural studies of personality, attitudes and cognition (pp. 60-95). London, UK: Macmillan.
39. Triandis, H. (1995). Individualism and collectivism. Boulder, CO: Westview.
40. Tripp, T. M., & Sondak, H. (1992). An evaluation of dependent variables in experimental negotiation studies: Impasse rates and Pareto efficiency. Organizational Behavior and Human Decision Processes, 51, 273-295.
41. Valley, K., White, S., & Iacobucci, D. (1992). The process of assisted negotiations: A network analysis. Group Decision and Negotiation, 2, 117-135.
42. Wall, J. A. (1981). Mediation: An analysis, review, and proposed research. Journal of Conflict Resolution, 25, 157-180.
43. Wall, J. A., & Callister, R. R. (1995). Conflict and its management. Journal of Management, 21, 515-558.
44. Wall, J. A., & Lynn, A. (1993). Mediation: A current review. Journal of Conflict Resolution, 37, 160-194.
45. Watson, D. J. H., & Baumler, J. V. (1975). Transfer pricing: A behavioral context. The Accounting Review, 50, 466-474.
46. White, S. B., & Neale, M. A. (1994). The role of negotiator aspirations and settlement expectancies in bargaining outcomes. Organizational Behavior and Human Decision Processes, 57, 303-317.
47. White, S. B., Valley, K. L., Bazerman, M. H., Neale, M. A., & Peck, S. R. (1994). Alternative models of price behavior in dyadic negotiations: Market prices, reservation prices, and negotiator aspirations. Organizational Behavior and Human Decision Processes, 57, 430-447.
48. Young, O. R. (1972). Intermediaries: Additional thoughts on third parties. Journal of Conflict Resolution, 16, 51-65.
49. Zartman, I. W., & Touval, S. (1985). International mediation: Conflict resolution and power politics. Journal of Social Issues, 41, 27-45.