Quality of Communication Experience: Definition, Measurement, and Implications for Intercultural Negotiations

Journal of Applied Psychology

Volumn 95, Issue 3, 2010, Pages 469-487

  Liu, Leigh Anne ^a   Chua, Chei Hwee ^b   Stahl, Günter K ^c,d  

^a GEORGIA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF SOUTH CAROLINA   (United States)

^c VIENNA UNIVERSITY OF ECONOMICS AND BUSINESS   (Austria)

^d INSEAD   (France)

Author keywords

Cognitive, behavioral, and affective processes in negotiation; Cross cultural communication; Intercultural negotiations; Intracultural versus intercultural negotiations; Quality of communication experience

Indexed keywords

ADULT; ARTICLE; CULTURAL ANTHROPOLOGY; ETHNIC GROUP; FEMALE; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; QUESTIONNAIRE; SOCIAL PROBLEM;

ADULT; COMMUNICATION; CULTURE; ETHNIC GROUPS; FEMALE; HUMANS; INTERPERSONAL RELATIONS; MALE; NEGOTIATING; QUESTIONNAIRES; RACE RELATIONS;

EID: 77954778579     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0019094     Document Type: Article

References (111)

1. Adair W.L. Integrative sequences and negotiation outcome in same- and mixed-culture negotiation. International Journal of Conflict Management 2003, 14:273-296.
2. Adair W.L., Brett J.M. The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science 2005, 16:33-51.
3. Adair W., Brett J.M., Lempereur A., Okumura T., Shikhirev P., Tinsley C.H., Lytle A.L. Culture and negotiation strategy. Negotiation Journal 2004, 20:87-100.
4. Adair W.L., Okumura T., Brett J.M. Negotiation behavior when cultures collide: The U.S. and Japan. Journal of Applied Psychology 2001, 86:371-385.
5. Adair W.L., Taylor M.S., Tinsley C.H. Starting out on the right foot: Negotiation schemas when cultures collide. Negotiation and Conflict Management Research 2008, 2:138-163.
6. Adair W.L., Weingart L., Brett J. The timing and function of offers in U.S. and Japanese negotiations. Journal of Applied Psychology 2007, 92:1056-1068.
7. Adler N.J. International dimensions of organizational behavior 2002, Southwestern, Cincinnati, OH. 4th ed.
8. Adler N.J., Graham J.L. Cross-cultural interactions: The international comparison fallacy. Journal of International Business Studies 1989, 20:515-538.
9. Adler R.S., Rosen B., Silverstein E.M. Emotions in negotiation: How to manage fear and anger. Negotiation Journal 1998, 14:161-179.
10. Allred K.G., Mallozzi J., Matsui F., Raia C.P. The influence of anger and compassion on negotiation performance. Organizational Behavior and Human Decision Processes 1997, 70:175-187.
11. Ang S., Van Dyne L., Koh C., Ng K.-Y., Templer K.J., Tay C., Chandrasekar A. Cultural intelligence: Its measurement and effects on cultural judgment and decision making, cultural adaptation and task performance. Management and Organization Review 2007, 3:331-357.
12. Arasaratnam L.A., Doerfel M.L. Intercultural communication competence: Identifying key components from multicultural perspectives. International Journal of Intercultural Relations 2005, 29:137-163.
13. Axley S.R. Managerial and organizational communication in terms of the conduit metaphor. Academy of Management Review 1984, 9:428-437.
14. Ayres J. Strategies to maintain relationships: Their identification and perceived usage. Communication Quarterly 1983, 31:62-67.
15. Bagozzi R.P., Yi Y., Phillips L.W. Assessing construct validity in organizational research. Administrative Science Quarterly 1991, 36:421-456.
16. Barry B., Crant J.M. Dyadic communication relationships in organizations: An attribution/expectancy approach. Organization Science 2000, 11:648-664.
17. Barry B., Fulmer I.S., Van Kleef G. I laughed, I cried, I settled: The role of emotion in negotiation. The handbook of negotiation and culture 2004, 71-94. Stanford University Press, Stanford, CA. M.J. Gelfand, J.M. Brett (Eds.).
18. Bell R.A., Daly J.A. The affinity-seeking function of communication. Communication Monographs 1984, 51:91-115.
19. Benet-Martinez V., Haritatos J. Bicultural identity integration (BII): Components and psychosocial antecedents. Journal of Personality 2005, 73:1015-1049.
20. Bentler P.M. Comparative fit indexes in structural models. Psychological Bulletin 1990, 107:238-246.
21. Berger C., Calabrese R. Some explorations in initial interaction and beyond: Toward a developmental theory of interpersonal communication. Human Communication Research 1975, 1:99-112.
22. Bernieri F.J. Toward a taxonomy of interpersonal sensitivity. Interpersonal sensitivity: Theory and measure 2001, 3-19. Erlbaum, Mahwah, NJ. J.A. Hall, F.J. Bernieri (Eds.).
23. Björkman I., Stahl G.K., Vaara E. Cultural differences and capability transfer in cross-border acquisitions: The mediating roles of capability complementarity, absorptive capacity, and social integration. Journal of International Business Studies 2007, 38:658-672.
24. Bollen K.A. Structural equations with latent variables 1989, Wiley, New York, NY.
25. Brett J.M. Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries 2001, Jossey-Bass, San Francisco, CA.
26. Brett J.M., Okumura T. Inter- and intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal 1998, 41:495-510.
27. Brett J.M., Okumura T. Cartoon (negotiation and decision making exercise) 1999, Dispute Resolution Research Center, Kellogg School, Northwestern University, Evanston, IL.
28. Brett J.M., Shapiro D.L., Lytle A.L. Breaking the bonds of reciprocity in negotiations. Academy of Management Journal 1998, 41:410-424.
29. Brislin R.W. Back-translation for cross-cultural research. Journal of Cross-Cultural Psychology 1970, 1:185-216.
30. Brislin R.W. Translation and content analysis of oral and written material. Handbook of cross-cultural psychology 1981, 1:389-444. Allyn & Bacon, Boston, MA. H.C. Triandis, J.W. Berry (Eds.).
31. Browne M.W., Cudeck R. Alternative ways of assessing model fit. Sociological Methods and Research 1992, 21:230-258.
32. Buck R. Nonverbal communication of affect in children. Journal of Personality and Social Psychology 1975, 31:644-653.
33. Buck R. A test of nonverbal receiving ability: Preliminary studies. Human Communication Research 1976, 2:162-171.
34. Byrne B.M. Structural equation modeling with AMOS: Basic concepts, application, and programming 2001, Erlbaum, London, England.
35. Carroll J.S., Payne J. An information processing approach to two-party negotiations. Research on negotiation in organizations 1991, 3:3-34. JAI Press, Greenwich, CT. M. Bazerman, R.J. Lewicki, B.H. Sheppard (Eds.).
36. Chiu C., Morris M.W., Hong Y., Menon T. Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of need for closure. Journal of Personality and Social Psychology 2000, 78:247-259.
37. Cialdini R.B. Influence: Science and practice 1993, Foresman, Glenview, IL. 3rd ed.
38. Cody M.J. A typology of disengagement strategies and an examination of the role intimacy, reactions to inequity and relational problems play in strategy selection. Communication Monographs 1982, 49:148-170.
39. Davis M.H. Measuring individual differences in empathy: Evidence for a multidimensional approach. Journal of Personality and Social Psychology 1983, 44:113-126.
40. DeVellis R.F. Scale development: Theory and applications 1991, Sage, Newbury Park, CA.
41. DiStefano J.J., Maznevski M.L. Creating value with diverse teams in global management. Organizational Dynamics 2000, 29:45-63.
42. Earley P.C., Ang S. Cultural intelligence: Individual interactions across cultures 2003, Stanford University Press, Stanford, CA.
43. Earley P.C., Mosakowski E. Creating hybrid team cultures: An empirical test of transnational team functioning. Academy of Management Journal 2000, 43:26-49.
44. Early P.C., Mosakowski E. Cultural intelligence. Harvard Business Review 2004, October 1, 139-146.
45. Fu H.-Y., Morris M.W., Lee S.-L., Chao M.-C., Chiu C., Hong Y. Epistemic motives and cultural conformity: Need for closure, culture, and context as determinants of conflict judgments. Journal of Personality and Social Psychology 2007, 92:191-207.
46. Gelfand M.J., McCusker C. Metaphor and the cultural construction of negotiation: A paradigm for theory and research. Handbook of cross-cultural management 2002, 292-314. Blackwell, New York, NY. M. Gannon, K.L. Newman (Eds.).
47. Gibson C.B., Maznevski M.L., Kirkman B. When does culture matter?. Cambridge handbook of culture, organizations, and work 2009, 46-70. Cambridge University Press, Cambridge, England. R.S. Bhagat, R.M. Steers (Eds.).
48. Gouldner A.W. The norm of reciprocity: A preliminary statement. American Sociological Review 1960, 25:161-178.
49. Graham J. The influence of culture on the negotiation process. Journal of International Business Studies 1985, 16:81-96.
50. Graham J.L. An exploratory study of the process of marketing negotiations using a cross-cultural perspective. Developing communicative competence in a second language 1990, 239-279. Newbury House Publishers, Rowley, MA. R. Scarcella, E. Andersen, S. Krashen (Eds.).
51. Griffin E. A first look at communication theory 1994, McGraw-Hill, New York, NY. 2nd ed.
52. Gudykunst W.B. Anxiety/uncertainty management (AUM) theory: Current status. Intercultural communication theory 1995, 8-58. Sage, Thousand Oaks, CA. R.L. Wiseman (Ed.).
53. Gudykunst W.B., Kim Y.Y. Communicating with strangers: An approach to intercultural communication 1992, McGraw-Hill, New York, NY.
54. Gudykunst W.B., Ting-Toomey S. Culture and interpersonal communication 1988, Sage, Newbury Park, CA.
55. Hall E.T. The silent language 1959, Doubleday, New York, NY.
56. Hall E.T., Hall M.R. Hidden differences: Doing business with the Japanese 1987, Doubleday/Anchor Books, New York, NY.
57. Hammer M.R., Gudykunst W.B., Wiseman R.L. Dimensions of intercultural effectiveness: An exploratory study. International Journal of Intercultural Relations 1978, 2:382-393.
58. Hellweg S.A., Samovar L.A., Skow L. Cultural variations in negotiation styles. Intercultural communication: A reader 1991, 185-193. Wadsworth, Belmont, CA. 6th ed. L.A. Samovar, R.E. Porter (Eds.).
59. Hinkin T.R. A brief tutorial on the development of measures for use in survey questionnaires. Organizational Research Methods 1998, 1:104-121.
60. House R.J., Hanges P.W., Javidan M., Dorfman P., Gupta V. Culture, leadership, and organizations: The GLOBE study of 62 societies 2004, Sage, Beverly Hills, CA.
61. Hu L., Bentler P.M. Fit indices in covariance structure modeling: Sensitivity to underparameterized model misspecification. Psychological Methods 1998, 3:424-453.
62. Imai, L., & Gelfand, M. J. (2007). Culturally intelligent negotiators: The impact of CQ on intercultural negotiation effectiveness. Paper presented at the Academy of Management Annual Meeting, Philadelphia, Pennsylvania.
63. Imai L., Gelfand M.J. Interdisciplinary perspectives on culture, conflict, and negotiation. Handbook of culture, organization, and work 2009, 334-372. Cambridge University Press, Cambridge, England. R.S. Bhagat, R.M. Steers (Eds.).
64. Jourard S.M., Lasakow P. Some factors in self-disclosure. Journal of Abnormal and Social Psychology 1958, 56:91-98.
65. Katriel T., Philipsen G. What we need is communication: Communication as a cultural category in some American speech. Communication Monographs 1981, 48:301-317.
66. Kemp K.E., Smith W.P. Information exchange, toughness, and integrative bargaining: The roles of explicit cues and perspective taking. International Journal of Conflict Management 1994, 5:5-21.
67. Kim H.K. Influence of language and similarity on initial cross-cultural attraction. Cross-cultural interpersonal communication 1991, 213-229. Sage, Newbury Park, CA. S. Ting-Toomey, F. Korzenny (Eds.).
68. Kinicki A.J., Latack J.C. Explication of the construct of coping with involuntary job loss. Journal of Vocational Behavior 1990, 36:339-360.
69. Koester J., Olebe M. Behavioral Assessment Scale for Intercultural Communication 1987, Department of Communication Studies, California State University, Sacramento, CA.
70. Kumar R. The role of affect in negotiations: An integrative overview. Journal of Applied Behavioral Science 1997, 33:84-100.
71. LaFromboise T.D., Coleman H., Gerton J. Psychological impact of biculturalism: Evidence and theory. Psychological Bulletin 1993, 114:395-412.
72. Lane H., DiStefano J.J., Maznevski M.L. International management behavior: Text, readings, and cases 2006, Blackwell, Oxford, England. 5th ed.
73. Lee K.-H., Yang G., Graham J.L. Tension and trust in international business negotiations: American executives negotiating with Chinese executives. Journal of International Business Studies 2006, 37:623-641.
74. Lewicki R.J., Bunker B.B. Developing and maintaining trust in work relationships. Trust in organizations: Frontiers of theory and research 1996, 114-139. Sage, Thousand Oaks, CA. R.M. Kramer, T.R. Tyler (Eds.).
75. Lewicki R.J., Litterer J.A. Negotiation 1985, Irwin, Homewood, IL.
76. Lewicki R.J., Tomlinson E.C., Gillespie N. Models of interpersonal trust development: Theoretical approaches, empirical evidence, and future directions. Journal of Management 2006, 32:991-1022.
77. Losoya S.H., Eisenberg N. Affective empathy. Interpersonal sensitivity: Theory and measure 2001, 21-43. Erlbaum, Mahwah, NJ. J.A. Hall, F.J. Bernieri (Eds.).
78. Ludwig D., Franco J.N., Malloy T.E. Effects of reciprocity and self-monitoring on self-disclosure with a new acquaintance. Journal of Personality and Social Psychology 1986, 50:1077-1082.
79. Mannix E., Neale M. What differences make a difference? The promise and reality of diverse teams in organizations. Psychological Science in the Public Interest 2005, 6:31-55.
80. Martin M.M., Anderson C.M. The Cognitive Flexibility Scale: Three validity studies. Communication Reports 1998, 11:1-10.
81. Mehrabian A., Epstein N. A measure of emotional empathy. Journal of Personality 1972, 40:525-543.
82. Neale M.A. New recruit. Negotiation and decision making exercises [CD] 1997, Dispute Resolution Research Center, Northwestern University, Evanston, IL. J.M. Brett (Ed.).
83. Norton R., Montgomery B.M. Style, content, and target components of openness. Communication Research 1982, 9:399-431.
84. Okabe R. Cultural assumptions of East and West: Japan and United States. Intercultural communication theory: Current perspectives 1983, 21-44. Sage, Beverly Hills, CA. W.B. Gudykunst (Ed.).
85. Oliver R.L., Balakrishnan P.V., Barry B. Outcome satisfaction in negotiation: A test of expectancy disconfirmation. Organizational Behavior and Human Decision Processes 1994, 60:252-275.
86. Pearce W.B., Cronen V. Communication, action, and meaning: The creation of social realities 1980, Praeger, New York, NY.
87. Pruitt D.G. Kissinger as a traditional mediator with power. Dynamics of third party intervention: Interdisciplinary perspectives on international conflict 1981, 136-147. Praeger, New York, NY. J.Z. Rubin (Ed.).
88. Putman L.L., Jones T.S. Reciprocity in negotiations: An analysis of bargaining interaction. Communication Monographs 1982, 49:171-191.
89. Rafaeli A., Sutton R.I. Emotional contrast strategies as means of social influence: Lessons from criminal interrogators and bill collectors. Academy of Management Journal 1991, 34:749-775.
90. Ruben B.D. Assessing communication competency for intercultural adaptation. Groups and Organizational Studies 1976, 1:334-354.
91. Rubin R.B., Palmgreen P., Sypher H.E. Communication research measures: A sourcebook 2004, Erlbaum, Mahwah, NJ.
92. Schwab D.P. Construct validity in organizational behavior. Research in organizational behavior 1980, 2:3-43. JAI Press, Greenwich, CT. B.M. Staw, L.L. Cummings (Eds.).
93. Schwartz S.H. Universals in the content and structure of values: Theoretical advances and empirical tests in 20 countries. Advances in experimental social psychology 1992, 25:1-65. Academic Press, San Diego, CA. M.P. Zanna (Ed.).
94. Schweiger D.M., Goulet P.K. Facilitating acquisition integration through deep-level cultural learning interventions: A longitudinal field experiment. Organization Studies 2005, 26:1477-1499.
95. Shrout P.E., Fliess J.L. Intraclass correlations: Uses in assessing rater reliability. Psychological Bulletin 1979, 86:420-428.
96. Spitzberg B.H. Communication competence: Measures of perceived effectiveness. A handbook for the study of human communication: Methods and instruments for observing, measuring, and assessing communication processes 1988, 67-105. Ablex, Norwood, NJ. C.H. Tardy (Ed.).
97. Spitzberg B.H., Canary D. Loneliness and relationally competent communication. Journal of Social and Personal Relationships 1985, 2:387-402.
98. Spitzberg B.H., Canary D., Cupach W.R. A competence-based approach to the study of interpersonal conflict. Conflict in interpersonal relationships 1994, 183-202. Erlbaum, Hillsdale, NJ. D.D. Canhn (Ed.).
99. Spitzberg B.H., Hurt H.T. The measurement of interpersonal skills in instructional contexts. Communication Education 1987, 36:28-45.
100. Stahl G.K., Maznevski M., Voigt A., Jonsen K. Unraveling the effects of cultural diversity in teams: A meta-analysis of research on multicultural work groups. Journal of International Business Studies 2010, 41:371-392.
101. Stahl G.K., Sitkin S.B. Trust in mergers and acquisitions. Mergers and acquisitions: Managing culture and human resources 2005, 82-102. Stanford Business Press, Palo Alto, CA. G.K. Stahl, M.E. Mendenhall (Eds.).
102. Stephan W.G., Stephan C. Intergroup anxiety. Journal of Social Issues 1985, 41:157-176.
103. Thomas D.C., Ravlin E.C., Stahl G., Pekerti A., Maznevski M., Lazarova M.B., Au K. Cultural intelligence: Domain and assessment. International Journal of Cross Cultural Management 2008, 8:123-143.
104. Tinsley C., Curhan J., Kwak R.S. Adopting a dual lens approach for overcoming the dilemma of difference in international business negotiations. International Negotiation 1999, 4:1-18.
105. Trubisky P., Ting-Toomey S., Lin S.L. The influence of individualism-collectivism and self-monitoring on conflict styles. International Journal of Intercultural Relations 1991, 15:65-84.
106. Von Glinow M.A., Shapiro D.L., Brett J.M. Can we talk, and should we? Managing emotional conflict in multicultural teams. Academy of Management Review 2004, 29:578-592.
107. Weingart L.R., Bennett R.J., Brett J.M. The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology 1993, 78:504-517.
108. Weingart L.R., Thompson L.L., Bazerman M.H., Carroll J.S. Tactical behavior and negotiation outcomes. International Journal of Conflict Management 1990, 1:7-31.
109. Williams K.Y., O'Reilly C.A. Demography and diversity in organizations: A review of 40 years of research. Research in Organizational Behavior 1998, 20:77-140.
110. Wiseman R.L., Hammer M.R., Nishida H. Predictors of intercultural communication competence. International Journal of Intercultural Relations 1989, 13:349-370.
111. Zhang Z.X. Chinese translation of Cartoon (negotiation and decision making exercise) 2003, Dispute Resolution Research Center, Kellogg School of Management, Northwestern University, Evanston, IL.