Bridging social distance in inter-cultural negotiations: "you" and the bi-cultural negotiator

International Journal of Conflict Management

Volumn 23, Issue 2, 2012, Pages 173-191

  Kern, Mary C ^a   Lee, Sujin ^b   Aytug, Zeynep G ^a   Brett, Jeanne M ^c  

^a CITY UNIVERSITY OF NEW YORK   (United States)

^b Korea Advanced Institute of Science and Technology (KAIST)   (South Korea)

^c NORTHWESTERN UNIVERSITY   (United States)

Author keywords

Bi cultural; Culture (sociology); Culture and negotiation; Language; Negotiating; Pronouns; Social distance

Indexed keywords

EID: 84859886835     PISSN: 10444068     EISSN: None     Source Type: Journal    
DOI: 10.1108/10444061211218294     Document Type: Article

References (63)

1. Adair, W.L. and Brett, J.M. (2005), "The negotiation dance: time, culture, and behavioral sequences in negotiations" in Organization Science, Vol. 16, No. 1, pp. 33-51.
2. Adair, W.L., Okumura, T. and Brett, J.M. (2001), "Negotiation behavior when cultures collide: the United States and Japan" in Journal of Applied Psychology, Vol. 86, No. 3, pp. 371-85.
3. Adair, W.L., Brett, J.M., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C.H. and Lytle, A. (2004), "Culture and negotiation strategy" in Negotiation Journal, Vol. 20, No. 1, pp. 87-111.
4. Adler, N.J. and Graham, J.L. (1989), "Cross-cultural interaction: the international comparison fallacy?" in Journal of International Business Studies, Vol. 20, No. 3, pp. 515-37.
5. Bakeman, R. and Gottman, J.M. (1997), Observing Interaction: An Introduction to Sequential Analysis, Cambridge University Press, Cambridge.
6. Baron, R.M. and Kenny, D.A. (1986), "The moderator-mediator distinction in social psychological research: conceptual, strategic and statistical considerations" in Journal of Personality and Social Psychology, Vol. 51, No. 6, pp. 1173-82.
7. Benet-Martinez, V., Leu, J., Lee, F. and Morris, M.W. (2002), "Negotiating bi-culturalism: cultural frame switching in bi-culturals with oppositional versus compatible cultural identities" in Journal of Cross-Cultural Psychology, Vol. 33, No. 5, pp. 492-516.
8. Bhat, D.N.S. (2004), Pronouns, Oxford University Press, New York, NY.
9. Bogardus, E.S. (1959), Social Distance, Antioch Press, Yellow Springs, OH.
10. Braz, M. and Donohue, W. (2006), "Synchrony in divorce mediation: a test of the transformative model", paper presented at the National Communication Association Convention, November 16-19, San Antonio, TX.
11. Brett, J.M. (2007), Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries, Jossey-Bass, San Francisco, CA.
12. Brett, J.M. and Okumura, T. (1998), "Inter- and intra-cultural negotiation: US and Japanese negotiators" in Academy of Management Journal, Vol. 41, No. 5, pp. 495-510.
13. Brett, J.M., Adair, W.L., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C.H. and Lytle, A. (1998), "Culture and joint gains in negotiation" in Negotiation Journal, Vol. 14, No. 1, pp. 61-86.
14. Brislin, R.W. (1970), "Back-translation for cross-cultural research" in Journal of Cross-Cultural Psychology, Vol. 1, No. 3, pp. 185-216.
15. Brown, P. and Levinson, S.C. (1987), Politeness: Some Universals in Language Usage, Cambridge University Press, New York, NY.
16. Cheng, C.M. and Chartrand, T.L. (2003), "Self-monitoring without awareness: using mimicry as a nonconscious affiliation strategy" in Journal of Personality and Social Psychology, Vol. 85, No. 6, pp. 1170-9.
17. Drake, B.H. and Moberg, D.J. (1986), "Communicating influence attempts in dyads: linguistic sedatives and palliatives" in Academy of Management Review, Vol. 11, No. 3, pp. 567-84.
18. Friedman, R., Anderson, C., Brett, J.M., Olekalns, M., Goates, N. and Lisco, C.C. (2004), "The positive and negative effects of anger on dispute resolution: evidence from electronically-mediated disputes" in Journal of Applied Psychology, Vol. 89, No. 2, pp. 369-76.
19. Gouldner, A.W. (1960), "The norm of reciprocity: a preliminary statement" in American Sociological Review, Vol. 25, No. 2, pp. 161-79.
20. Graham, J.L. (1983), "Brazilian, Japanese, and American business negotiations" in Journal of International Business Studies, Vol. 14, pp. 47-61.
21. Graham, J.L. (1985), "Cross-cultural marketing negotiations: a laboratory experiment" in Marketing Science, Vol. 4, No. 2, pp. 130-46.
22. Gumperz, J.J. and Levinson, S.C. (1991), "Rethinking linguistic relativity" in Current Anthropology, Vol. 32, No. 5, pp. 613-23.
23. Gutierrez, J. and Sameroff, A. (1990), "Determinants of complexity in Mexican-American and Anglo-American mothers' conceptions of child development" in Child Development, Vol. 61, No. 2, pp. 384-94.
24. Gutierrez, J., Sameroff, A. and Karrer, B.M. (1988), "Acculturation and SES effects on Mexican-American parents' conceptions of child development" in Child Development, Vol. 59, No. 1, pp. 250-5.
25. Hahlweg, K., Reisner, L., Kohli, G., Vollner, M., Schindler, L. and Revensdorf, D. (1984), "Development and validity of a new system to analyze interpersonal communications" in Hahlweg, K. and Jacobson, N. (Eds.), Marital Interaction: Analysis and Modification, Guilford, New York, NY, pp. 182-98.
26. Haritatos, J. and Benet-Martínez, V. (2002), "Bi-cultural identities: the interface of cultural, personality, and socio-cognitive processes" in Journal of Research in Personality, Vol. 36, No. 6, pp. 598-606.
27. Hong, Y., Morris, M., Chiu, C. and Benet-Martinez, V. (2000), "Multicultural minds: a dynamic constructivist approach to culture and cognition" in American Psychologist, Vol. 55, No. 7, pp. 709-20.
28. Hong, Y., Ip, G., Chiu, C., Morris, M.W. and Menon, T. (2001), "Cultural identity and dynamic construction of the self: collective duties and individual rights in Chinese and American cultures" in Social Cognition, Vol. 19, No. 3, pp. 251-68.
29. Housley, M.K., Claypool, H.M., Garcia-Marques, T. and Mackie, D.M. (2010), "'We' are familiar but 'it' is not: ingroup pronouns trigger feelings of familiarity" in Journal of Experimental Social Psychology, Vol. 46, No. 1, pp. 114-9.
30. Hunt, E. and Agnoli, F. (1991), "The Whorfian hypothesis: a cognitive psychology perspective" in Psychological Review, Vol. 98, No. 3, pp. 377-89.
31. Ickes, W., Reidhead, S. and Patterson, M. (1986), "Machiavellianism and self-monitoring: as different as 'me' and 'you'" in Social Cognition, Vol. 4, pp. 58-74.
32. Kamio, A. (2001), "English generic we, you and they: an analysis in terms of territory of information" in Journal of Pragmatics, Vol. 33, No. 7, pp. 1111-24.
33. Kashima, E.S. and Kashima, Y. (1998), "Culture and language: the case of cultural dimensions and personal pronoun use" in Journal of Cross-Cultural Psychology, Vol. 29, No. 3, pp. 461-86.
34. Kühnen, U., Hannover, B. and Schubert, B. (2001), "The semantic-procedural interface model of the self: the role of self-knowledge for context-dependent versus context-independent modes of thinking" in Journal of Personality and Social Psychology, Vol. 80, No. 3, pp. 397-409.
35. Lewicki, R.J., Gray, B. and Elliott, M. (2003), Making Sense of Intractable Environmental Conflicts: Concepts and Cases, Island Press, Washington, DC.
36. McGinn, K.L. and Croson, R. (2004), "What do communication media mean for negotiations: a question of social awareness" in Gelfand, M.J. and Brett, J.M. (Eds.), Handbook of Negotiation and Culture, Stanford University Press, Palo Alto, CA, pp. 334-49.
37. McGinn, K.L. and Keros, A. (2002), "Improvisation and the logic of exchange in embedded negotiations" in Administrative Science Quarterly, Vol. 47, No. 3, pp. 442-73.
38. Moore, D.A., Kurtzberg, T.R., Thompson, L.L. and Morris, M.W. (1999), "The long and short routes to success in electronically-mediated negotiations: group affiliations and good vibrations" in Organizational Behavior and Human Decision Processes, Vol. 77, No. 1, pp. 22-43.
39. Morris, M.W. and Gelfand, M. (2004), "Cultural differences and cognitive dynamics: expanding the cognitive perspective on negotiation" in Gelfand, M.J. and Brett, J.M. (Eds.), Handbook of Negotiation and Culture, Stanford University Press, Palo Alto, CA, pp. 45-70.
40. Mühlhausler, P. and Harré, R. (1990), Pronouns and People: The Linguistic Construction of Social and Personal Identity, Basil Blackwell, Oxford.
41. Natlandsmyr, J.H. and Rognes, J. (1995), "Culture, behavior, and negotiation outcomes: a comparative and cross-cultural study of Mexican and Norwegian negotiators" in International Journal of Conflict Management, Vol. 6, pp. 5-29.
42. Neale, M. (2000), "New recruit" Brett, J.M. (Ed.), Teaching Materials for Negotiations and Decision Making, Dispute Resolution Research Center, Northwestern University, Evanston, IL.
43. Nisbett, R.E. (2003), The Geography of Thought: How Asians and Westerners Think Differently and Why, The Free Press, New York, NY.
44. Olekalns, M. and Smith, P.L. (2000), "Understanding optimal outcomes: the role of strategic sequences in competitive negotiations" in Human Communication Research, Vol. 26, No. 4, pp. 527-57.
45. Olekalns, M. and Smith, P.L. (2003), "Testing the relationships among negotiators' motivational orientations, strategy choices, and outcomes" in Journal of Experimental Social Psychology, Vol. 39, No. 2, pp. 101-17.
46. Olekalns, M., Smith, P.L. and Walsh, T. (1996), "The process of negotiating: strategy and timing as predictors of outcomes" in Organizational Behavior and Human Decision Processes, Vol. 68, No. 1, pp. 68-77.
47. Olekalns, M., Brett, J.M. and Donohue, W. (2007), "Words are all I have: linguistic cues as predictors of settlement in divorce mediation", paper presented at the International Association for Conflict Management Conference, July 1-4, Budapest, Hungary.
48. Pennebaker, J.W., Francis, M.E. and Booth, R.J. (2001), Linguistic Inquiry and Word Count (LIWC): LIWC 2001, Erlbaum, Mahwah, NJ.
49. Pennycook, A. (1994), "The politics of pronouns" in ELT Journal, Vol. 48, pp. 173-8.
50. Preacher, K.J. and Hayes, A.F. (2008), "Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models" in Behavior Research Methods, Vol. 40, pp. 879-91.
51. Pruitt, D.G. (1981), Negotiation Behavior, Harvard University Press, Cambridge, MA.
52. Shrout, P.E. and Bolger, N. (2002), "Mediation in experimental and nonexperimental studies: new procedures and recommendations" in Psychological Methods, Vol. 7, No. 4, pp. 422-45.
53. Simmons, R.A., Gordon, P.C. and Chambless, D.L. (2005), "Pronouns in marital interaction: what do 'you' and 'I' say about marital health?" in Psychological Science, Vol. 16, No. 12, pp. 932-6.
54. Simons, T. (1993), "Speech patterns and the concept of utility in cognitive maps: the case of integrative bargaining" in Academy of Management Journal, Vol. 36, No. 1, pp. 139-56.
55. Swaab, R., Kern, M.C., Diermeier, D. and Medvec, V. (2009), "Who says what to whom? The impact of communication on social exclusion" in Social Cognition, Vol. 27, No. 6, pp. 963-8.
56. Taylor, P.J. and Thomas, S. (2008), "Linguistic style matching and negotiation outcome" in Negotiation and Conflict Management Research, Vol. 1, No. 3, pp. 263-81.
57. Teucher, B., Brett, J.M. and Gunia, B. (2009), "Culture and negotiation: three models", paper presented in workshop Modeling Inter-cultural Collaboration and Negotiation (MICON) at the International Joint Conferences on Artificial Intelligence (IJCAI), July 11-17, Pasadena, CA.
58. Thompson, L. (1991), "Information exchange in negotiation" in Journal of Experimental Social Psychology, Vol. 27, pp. 161-79.
59. Thorne, S.L. (2000), "Second language acquisition theory and the truth(s) about relativity" in Lantolf, J. (Ed.), Sociocultural Theory and Second Language Learning, Oxford University Press, Oxford, pp. 219-43.
60. Uljin, J.M., Lincke, A. and Karakaya, Y. (2001), "Non-face-to-face international business negotiation: how is national culture reflected in this medium?" in IEEE Transactions on Professional Communication, Vol. 44, pp. 126-37.
61. Usunier, J. (2003), "Cultural aspects of international business negotiations" in Ghauri, P.N. and Usunier, J. (Eds.), International Business Negotiations, Pergamon, New York, NY, pp. 97-135.
62. Wales, K. (1996), Personal Pronouns in Present-Day English, Cambridge University Press, Cambridge.
63. Weingart, L.R., Thompson, L., Bazerman, M.H. and Carroll, J.S. (1990), "Tactical behavior and negotiation outcomes" in International Journal of Conflict Management, Vol. 1, pp. 7-31.