The Timing and Function of Offers in U.S. and Japanese Negotiations

Journal of Applied Psychology

Volumn 92, Issue 4, 2007, Pages 1056-1068

  Adair, Wendi L ^a   Weingart, Laurie ^b   Brett, Jeanne ^c  

^a UNIVERSITY OF WATERLOO   (Canada)

^b CARNEGIE MELLON UNIVERSITY   (United States)

^c NORTHWESTERN UNIVERSITY   (United States)

Author keywords

culture; information exchange; negotiation; offers; time

Indexed keywords

ADULT; ARTICLE; FEMALE; HUMAN; INTERNATIONAL COOPERATION; INTERPERSONAL COMMUNICATION; JAPAN; MALE; ORGANIZATION; TIME; UNITED STATES;

ADULT; FEMALE; HUMANS; INTERNATIONAL COOPERATION; JAPAN; MALE; NEGOTIATING; ORGANIZATIONAL CULTURE; TIME FACTORS; UNITED STATES;

EID: 34548818471     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/0021-9010.92.4.1056     Document Type: Article

References (43)

1. Adair W.L., and Brett J.M. The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organizational Science 16 (2005) 33-51
2. Adair W.L., Okumura T., and Brett J.M. Negotiation behavior when cultures collide: The U.S. and Japan. Journal of Applied Psychology 86 (2001) 371-385
3. Aiken L.S., and West S.G. Multiple regression: Testing and interpreting interactions (1991), Sage, Thousand Oaks, CA
4. Bakeman R., and Gottman J.M. Observing interaction: An introduction to sequential analysis. 2nd ed. (1997), Cambridge University Press, Cambridge, United Kingdom
5. Bazerman M.H., and Neale M.A. Negotiating rationally (1992), Free Press, New York
6. Brett J.M., and Okumura T. Inter- and intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal 41 (1998) 495-510
7. Brett J.M., Shapiro D.L., and Lytle A. Breaking the bonds of reciprocity in negotiations. Academy of Management Journal 41 (1998) 410-424
8. Campbell D.T. On the conflicts between biological and social evolution and between psychology and moral tradition. American Psychologist 30 (1975) 1103-1126
9. Dispute Resolution Research Center. Negotiation, teamwork, and decision making exercises (2004), Northwestern University, Kellogg School of Management, Evanston, IL
10. Galinsky A.D., and Mussweiler T. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology 81 (2001) 657-669
11. Gelfand M., and Brett J.M. Handbook of negotiation and culture (2004), Stanford Business Books, Stanford, CA
12. Gibson C.B. Do you hear what I hear: A framework for reconciling intercultural communication difficulties arising from cognitive styles and cultural values. In: Earley P.C., and Erez M. (Eds). New perspectives on international industrial/organizational psychology (1998), New Lexington Press, San Francisco 335-362
13. Hall E.T. Beyond culture (1976), Anchor, Garden City, NY
14. Hofstede G. Culture's consequences: International differences in work-related values (1980), Sage, Newbury Park, CA
15. Holmes M.E. Phase structures in negotiation. In: Putnam L.L., and Roloff M.E. (Eds). Communication and negotiation (1992), Sage, Newbury Park, CA 83-105
16. Holtgraves T. Styles of language use: Individual and cultural variability in conversational indirectness. Journal of Personality and Social Psychology 73 (1997) 624-637
17. Hyder E.B., Prietula M.J., and Weingart L.R. Getting to best: Efficiency versus optimality in negotiation. Cognitive Science 24 (2000) 169-204
18. Kelley H.H., and Schenitzki D.P. Bargaining. In: McClintock C.G. (Ed). Experimental social psychology (1972), Holt, New York 298-337
19. Kimmel M.J., Pruitt D.G., Magenau J.M., Konar-Goldband E., and Carnevale P.H. Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology 38 (1980) 9-22
20. Lax D.A., and Sebenius J.K. The manager as negotiator: Bargaining for cooperation and competitive gain (1986), Free Press, New York
21. Liebert R.M., Smith W.P., Hill J.H., and Keiffer M. The effects of information and magnitude of initial offer on interpersonal negotiation. Journal of Experimental Social Psychology 4 (1968) 431-441
22. March R.M. The Japanese negotiator (1988), Kodansha International, Tokyo
23. Meyerson D., Weick K.E., and Kramer R.M. Swift trust and temporary groups. In: Kramer R.M., and Tyler T.R. (Eds). Trust in organizations: New frontiers of theory and research (1996), Sage, Thousand Oaks, CA 166-195
24. Moore D.A. The unexpected benefits of final deadlines in negotiation. Journal of Experimental Social Psychology 40 (2004) 121-127
25. Mussweiler T., and Strack F. The use of category and exemplar knowledge in the solution of anchoring tasks. Journal of Personality and Social Psychology 78 (2000) 1038-1052
26. Northcraft G., and Neale M. Experts, amateurs, and real-estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes 39 (1987) 84-97
27. Olekalns M., and Smith P.L. Testing the relationships among negotiators' motivational orientations, strategy choices, and outcomes. Journal of Experimental Social Psychology 39 (2003) 101-117
28. Pruitt D.G. Negotiation behavior (1981), Academic Press, New York
29. Raiffa H. The art and science of negotiation (1982), Harvard University Press, Cambridge, MA
30. Schwartz S.H. Beyond individualism/collectivism: New cultural dimensions of values. In: Kim U., Triandis H.C., Kâgitçibasi C., Choi S.-C., and Yoon G. (Eds). Cross-cultural research and methodology series: Vol. 18. Individualism and collectivism: Theory, method, and applications (1994), Sage, Thousand Oaks, CA 85-119
31. Sherif M. The psychology of social norms (1936), Harper, New York
32. Siegel S., and Fouraker L.E. Bargaining and group decision making: Experiments in bilateral monopoly (1960), McGraw-Hill, New York
33. Stuhlmacher A.F., Gillespie T.L., and Champagne M.V. The impact of time pressure in negotiation: A meta-analysis. International Journal of Conflict Management 9 (1998) 97-116
34. Thompson L.L. An examination of naive and experienced negotiators. Journal of Personality and Social Psychology 59 (1990) 82-90
35. Thompson L.L. Information exchange in negotiation. Journal of Experimental Social Psychology 27 (1991) 161-179
36. Thompson L.L. The mind and heart of the negotiator. 3rd ed. (2005), Prentice Hall, Upper Saddle River, NJ
37. Thompson L.L., and Hastie R. Social perception in negotiation. Organizational Behavior and Human Decision Processes 47 (1990) 98-123
38. Ting-Toomey S. Communicating across cultures (1999), Guilford Press, New York
39. Tukey J.W. Exploratory data analysis (1977), Addison-Wesley, Reading, MA
40. Tversky A., and Kahneman D. Judgment under uncertainty: Heuristics and biases. Science 185 (1974, September 27) 1124-1131
41. Weingart L.R., Hyder E.B., and Prietula M.J. Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcome. Journal of Personality and Social Psychology 70 (1996) 1205-1217
42. Weingart L.R., and Prietula M.J. An exploration-exploitation model of negotiation (Working Paper No. 2005-E10) (2005), Carnegie Mellon University, Tepper School of Business, Pittsburgh, PA
43. Yukl G.A. Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions. Journal of Personality and Social Psychology 29 (1974) 227-236