Cultural variation in response to strategic emotions in negotiations

Group Decision and Negotiation

Volumn 17, Issue 1, 2008, Pages 65-77

  Kopelman, Shirli ^a   Rosette, Ashleigh Shelby ^b  

^a UNIVERSITY OF MICHIGAN   (United States)

^b DUKE UNIVERSITY   (United States)

Author keywords

Affect; Culture; Decision making; Distributive gains; Emotion; Negotiation; Saving face; Strategy; Ultimatum bargaining

Indexed keywords

EID: 36749014955     PISSN: 09262644     EISSN: 15729907     Source Type: Journal    
DOI: 10.1007/s10726-007-9087-5     Document Type: Article

References (51)

1. Abelson RP (1981). Psychological status of the script concept. Am Psychol 36(7): 715-729
2. Adair WL, Taylor MS, Tinsley C (2005) U.S. and Japanese schemas for inter-cultural negotiation: A tale of overadjustment? Paper presented at the Annual Meeting of the Academy of Management, Conflict Management Division. Honolulu, Hawaii
3. Allred KG, Mallozzi JS, Matsui F and Raia CP (1997). The influence of anger and compassion on negotiation performance. Organ Behav Hum Decis Process 70(3): 175-187
4. Anderon C and Thompson LL (2005). Affect from the top down: how powerful individuals' positive affect shapes negotiations. Organ Behav Hum Decis Process 95(2): 125-139
5. Baron (1990). Environmentally induced positive affect: its impact on self-efficacy, task performance, negotiation and conflict. J Appl Soc Psychol 20(5): 368-384
6. Barry B, Fulmer IS and Goates N (2006). Bargaining with feeling: emotionality in and around negotiation. In: Thompson, LL (eds) Neotiation theory and research., pp. Psychosocial Press, New York
7. Barry B (1999). The tactical use of emotion in negotiation. In: Bies, RJ and Lewicki, RJ (eds) Research in negotiation in organization (Vol. 7), pp 93-121. JAI Press, Stamford, CT
8. Barry B and Oliver RL (1996). Affect in dyadic negotiation: a model and propositions. Organ Behav Hum Decis Process 67(2): 127-143
9. Brett JM (2001). Negotiating globally. Jossey-Bass, San Francisco
10. Carnevale PJ and Isen AM (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organ Behav Hum Decis Process 37(1): 1-13
11. Cronin MA (2004) The effect of respect on interdependent work. Carnegie Mellon University.
12. DePaulo BM, Lindsay JJ, Malone BE, Muhlenbruck L, Charlton K and Cooper H (2003). Cues to deception. Psychol Bull 129(1): 74-118
13. Deutsch M (1973). The resolution of conflict. Yale University Press, New Haven, CT
14. Drolet A and Morris MW (2000). Rapport in conflict resolution: accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. J Exp Soc Psychol 36(1): 26-50
15. Earley PC (2001). Understanding social motivation from an interpersonal perspecive: Organizational face theory. In: Ernez, M, Kleinbeck, U and Thierry, H (eds) Work motivation in the context of a gloalizing economy., pp. Lawerence Erlbaum Associates publishers, Marwah, NJ
16. Ekman P (1972). Universals and cultural differences in facial expressions of emotion. In: Cole, J (eds) Nebraska symposium on motivation 1971, pp. University of Nebraska Press, Lincoln
17. Erez M and Earley CP (1993). Culture, self-identity and work. Oxford University Press, New York
18. Fiske ST and Taylor SE (1991). Social cognition, 2nd edn. McGraw-Hill, New York
19. Forgas JP (1998). On feeling good and getting your way: mood effects on negotiator cognition and bargaining strategies. J Pers Soc Psychol 74(3): 565-577
20. Forgas JP (2001). On being moody but influential: the role of affect in social influence strategies. In: Forgas, JP and Williams, KD (eds) Social influence: direct and indirect processes, vol 21, pp. Psychology Press, New York
21. Friedman R, Anderson C, Brett J, Olekalns M, Goates N and Lisco CC (2004). The positive and negative effects of anger on dispute resolution: evidence from electronically mediated disputes. J Appl Psychol 89(2): 369-376
22. Gelfand MJ and Dyer N (2000). A cultural perspective on negotiation: progress, pitfalls and prospects. Appl Psychol 49(1): 62-99
23. Hatfield E, Cacioppo JT and Rapson RL (1993). Emotional contagion. Curr Dir Psychol Sci 2(3): 96-99
24. Hochschild AR (1983). The managed heart: commercialization of human feeling. University of California Press, Berkeley
25. Hofstede G (1980). Culture's consequences: international differences in work-related values. Sage, Newbury Park, CA
26. Isen AM (1987). Positive affect, cognitive processes and social behavior. In: Berkowitz, L (eds) Advances in experimental social psychology, vol 20, pp. Academic Press, San Diego, CA
27. Katriel T (1986). Talking straight: Dugri speech in Israeli sabra culture. Cambridge University Press, New York
28. Katz D and Kahn RL (1978). The social psychology of organizations, 2nd edn. John Wiley & Sons, New York
29. Kopelman S, Waugh C, Fredrickson B (2005) Positive emotions and interdependent outcomes in business relationships: implications for broaden and build theory and negotiations strategy. Symposium on Emotion in Social Conflict: Recent Developments and New Insights. International Association of Conflict Management (IACM), Seville, Spain
30. Kopelman S, Rosette AS and Thompson L (2006). The three faces of Eve: strategic displays of positive, negative, and neutral emotions in negotiations. Organ Behav Hum Decis Process 99(1): 81-101
31. Leung K and Tjosfold D (1998). Conflict management in the Asia Pacific: assumptions and approaches in diverse cultures. John Wiley & Sons, Singapore
32. Levenson RW (1994). Emotional control: variations and consequences. In: Ekman, P and Davidson, RJ (eds) The nature of emotion, pp. Oxford University Press, New York
33. Lytle AM, Brett JM, Barsness ZI, Tinsley CH and Janssens M (1995). A paradigm for confirmatory cross-cultural research in organizational behavior. In: Cummings, LL and Staw, FM (eds) Research in organizational behavior, vol 17, pp. JAI Press, Greenwich, CT
34. Markus HR and Kitayama S (1991). Culture and the self: implications for cognition, emotion and motivation. Psychol Rev 98(2): 224-253
35. McGinn KL (2006). Relationships and negotiations in context. In: Thompson, LL (eds) Negotiation theory and research, pp. Psychosocial Press, New York
36. McGinn KL and Keros AT (2002). Improvisation and the logic of exchange in socially embedded transactions. Adm Sci Quart 47(3): 442-473
37. Moore DA, Kurtzberg TR, Thompson LL and Morris MW (1999). Long and short routes to success in electronically mediated negotiations: group affiliations and good vibrations. Organ Behav Hum Decis Process 77(1): 22-43
38. Morrison T, Conaway WA and Borden GA (1994). Hong Kong. In: (eds) In: Kiss, bow, or shake hands, pp. Adams Media Corporation, Holbrook, MA
39. Oetzel J, Ting-Toomey S, Masumoto T, Yokochi Y, Pan X and Takai J (2001). Face and facework in conflict: a cross-cultural comparison of China, Germany, Japan, and the United States. Commun Monogr 68(3): 235-258
40. Pillutla MM and Murnighan JK (1996). Unfairness, anger and spite: emotional rejections of ultimatum offers. Organ Behav Hum Decis Process 68(3): 208-224
41. Sanchez-Burks J, Nisbett R E and Ybarra O (2000). Cultural styles, relationship schemas, and prejudice against out-groups. J Pers Soc Psychol 79(2): 174-189
42. Sanchez-Burks J (2005) Protestant relational ideology: the cognitive underpinnings and organizational implications of an American anomaly. In: Kramer R, Staw B (eds) Research in organizational behavior: an annual series of analytical essays and critical reviews, vol 26., Elsevier Science/JAI Press
43. Schwartz SH (1994) Beyond individualism/collectivism: new cultural dimensions of values. In: Kim U et al (eds) Individualism and collectivism: theory, method, and applications. Cross-cultural research and methodology series, vol 18. Sage, Thousand Oaks, CA
44. Schwartz SH and Sagiv L (1995). Identifying culture-specifics in the content and structure of values. J Cross-Cult Psychol 26(1): 92-116
45. Shamir B and Melnick Y (2002). Boundary permeability as a cultural dimension: a study of cross cultural working relations between Americans and Israelis in high-tech organizations. Int J Cross Cult Manage 2: 219-238
46. Sinaceur M and Tiedens LZ (2006). Get mad and get more than even: when and why anger expression is effective in negotiations. J Exp Soc Psychol 42(3): 314-322
47. Ting-Toomey S (1988). Intercultural conflict styles: a face-negotiation theory. In: Kim, Y and Gudykunst, W (eds) Theories in intercultural communication, pp. Sage, Newbury Park, CA
48. Tsai JL, Knutson B and Fung HH (2006). Cultural variation in affect valuation. J Pers Soc Psychol 90(2): 288-307
49. Ury WL, Brett JM and Goldberg SB (1988). Getting disputes resolved: Designing systems to cut the costs of conflict. Jossey-Bass, San Francisco
50. Manstead ASR, Van Kleef GA and De Dreu CKW (2004). The interpersonal effects of anger and happiness in negotiations. J Pers Soc Psychol 86: 57-76
51. Manstead ASR,Van Kleef GA and De Dreu CKW (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. J Pers Soc Psychol 87(4): 510-528