Managing cross-culture conflicts: A close look at the implication of direct versus indirect confrontation

Handbook of Conflict Management Research

Volumn , Issue , 2014, Pages 136-154

  Brett, Jeanne ^a   Behfar, Kristin ^b   Sanchez Burks, Jeffrey ^c  

^a NORTHWESTERN UNIVERSITY   (United States)

^b UNIVERSITY OF VIRGINIA   (United States)

^c University of Michigan s   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84929181555     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4337/9781781006948.00016     Document Type: Chapter

References (74)

1. Adair, W. L., Okumura, T., and Brett, J. M. 2001. Negotiation behavior when cultures collide: The United States and Japan. Journal of Applied Psychology, 86(3): 371-85.
2. Ambady, N., Koo, J., Lee, F., and Rosenthal, R. 1996. More than words: Linguistic and nonlinguistic politeness in two cultures. Journal of Personality and Social Psychology, 70: 996-1011.
3. Bechtoldt, M., Beersma, R. S., and Sanchez-B urks, J. 2011. A gift that takes its toll: Emotion recognition and conflict appraisal. European Journal of Work and Organizational Psychology, 22: 1-20.
4. Bies, R. J. 2005. Are procedural justice and interactional justice conceptually distinct? In J. Colquitt, and J. Greenberg (eds), Handbook of Organizational Justice, pp. 85-112. Hillsdale, NJ: Erlbaum.
5. Bies, R. J., and Moag, J. F. 1986. Interactional justice: Communication criteria of fairness. In R. Lewicki, B. Sheppard, and M. Bazerman (eds), Research on Negotiations in Organizations, Vol. 1, pp. 43-55. Greenwich, CT: JAI Press.
6. Blake, R., and Mouton, J. 1964. The Managerial Grid. Houston, TX: Gulf.
7. Bradsher, K. 2012. Market’s echo of Tiananmen date sets off censors. Available at: http://www.nytimes. com/2012/06/05/world/asia/anniversary-of- tiananmen- crackdown- echos- through- shanghai- market. html?_r 51&pagewanted5all: New York Times.
8. Brett, J. 2007. Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 2nd edition. San Francisco: Jossey-B ass.
9. Brett, J. M., Barsness, Z. I., and Goldberg, S. B. 1996. The effectiveness of mediation: An independent analysis of cases handled by four major service providers. Negotiation Journal, 12: 259-70.
10. Brett, J. M., and Goldberg, S. B. 1983. Grievance mediation in the coal industry: A field experiment. Industrial and Labor Relations Review, 37: 49-69.
11. Brett, J., Behfar, K., and Kern, M. 2006. Managing multicultural teams. Harvard Business Review, November:84-91.
12. Brett, J. M., Olekalns, M., Friedman, R., Goates, N., Anderson, C., and Lisco, C. C. 2007a. Sticks and stones:Language, face, and online dispute resolution. Academy of Management Journal, 50(1): 85-99.
13. Brett, J. M., Tinsley, C. H., Shapiro, D. L., and Okumura, T. 2007b. Intervening in employee disputes: How and when will managers from China, Japan, and the U.S. act differently? Management and Organizational Review, 3(2): 183-204.
14. Brown, P., and Levinson, S. 1987. Politeness: Some Universals in Language Usage. Cambridge, UK: Cambridge University Press.
15. Buchan, N. R., Croson, R. T. A., and Johnson, E. J. 2004. When do fair beliefs influence bargaining behavior? Experimental bargaining in Japan and the United States. Journal of Consumer Research, 31(1): 181-90.
16. Butler, E., Lee, T., and Gross, J. 2007. Emotion regulation and culture: Are the social consequences of emotion suppression culture-specific? Emotion, 7: 30-48.
17. Carnevale, P., and Pruitt, D. 1992. Negotiation and mediation. Annual Review of Psychology, 43: 531-82.
18. Colquitt, J. 2001. On the dimensionality of organizational justice: A construct validation of a measure. Journal of Applied Psychology, 86(3): 386-400.
19. De Dreu, C., and Weingart, L. 2003. Task versus relationship conflict, team performance, and team member satisfaction. Journal of Applied Psychology, 88(4): 741-49.
20. Earley, P. 1997. Face, Harmony, and Social Structure: An Analysis of Organizational Behavior Across Cultures. New York: Oxford University Press.
21. Felstiner, W., Abel, R. L., and Sarat, A. 1980-81. The emergence and transformation of disputes: Naming, blaming, claiming. Law and Society Review, 15: 631-55.
22. Fisher, R., Ury, W., and Patton, B. 1991. Getting to Yes: Negotiating Agreement Without Giving In. New York:Penguin Books.
23. Folger, R., Rosenfield, D., Grove, J., and Corkran, L. 1979. Effect of “voice” and peer opinions on responses to inequity. Journal of Personality and Social Psychology, 37: 2253-61.
24. Friedman, R., Anderson, C., Brett, J., Olekalns, M., Goates, N., and Lisco, C. 2004. The positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputes. Journal of Applied Psychology, 89: 369-76.
25. Friedman, R., Chi, S.-C., and Liu, L. A. 2006. An expectancy model of Chinese-American difference in conflict avoiding. Journal of International Business Studies, 37: 76-91.
26. Friesen, W. 1972. Cultural differences in facial expressions in a social situation: An experimental test of the concept of display rules. Unpublished doctoral dissertation: University of California, San Francisco.
27. Frijda, N. 1987. The Emotions. Cambridge, UK: Cambridge University Press.
28. Gelfand, M. J., Higgins, M., Nishii, L. H., Raver, J. L., Dominguez, A., Murakami, F., Yamaguchi, S., and Toyama, M. 2002. Culture and egocentric perceptions of fairness in conflict and negotiation. Journal of Applied Psychology, 87(5): 833-45.
29. Goffman, E. 1959. The Presentation of Self in Everyday Life. Garden City, NY: Doubleday.
30. Goffman, E. 1967. Interaction Ritual. Garden City, NY: Doubleday.
31. Goldberg, S., Shaw, M., and Brett, J. 2009. What difference does a robe make? Comparing mediators with and without prior judicial experience. Negotiation Journal, 25: 277-305.
32. Greenberg, J., and Folger, R. 1983. Procedural justice, participation, and the fair process effect in groups and organizations. In P. Paulus (ed.), Basic Group Processes, pp. 235-56. New York: Springer Verlag.
33. Grice, H. P. 1968. Utterer’s meaning, sentence-meaning and word meaning. Foundations of Language, 4:225-42.
34. Gross, J. 1998. Antecedent-and response-focused emotion regulation: Divergent consequences for experience, expression, and physiology. Journal of Personality and Social Psychology, 74(1): 224-37.
35. Gross, J. J., and John, O. P. 1998. Mapping the domain of expressivity: Multimethod evidence for a hierarchical model. Journal of Personality and Social Psychology, 74: 170-91.
36. Gross, J., and Levenson, R. 1997. Hiding feelings: The acute effects of inhibiting negative and positive emotion. Journal of Abnormal Psychology (1965), 106(1): 95-103.
37. Hall, E. 1976. Beyond Culture. New York: Doubleday.
38. Hall, E. 1983. The Silent Language. Garden City, NY: Anchor.
39. Homans, G. 1950. The Human Group. New York: Harcourt, Brace and Company.
40. Ide, R. 1999. Sorry for your kindness: Japanese interactional ritual in public discourse. Journal of Pragmatics, 29: 509-29.
41. Kilmann, R. H., and Thomas, K. W. 1977. Developing a forced-choice measure of conflict-handling behavior:The “Mode” instrument. Educational and Psychological Measurement, 37(2): 309-25.
42. Kim, M.-S. , Lee, H.-R., Kim, I. D., and Hunter, J. E. 2004. A test of a cultural model of conflict styles. Journal of Asian Pacific Communication, 14(2): 197-222.
43. Kim, P. H., Ferrin, D., Cooper, C., and Dirks, K. 2004. Removing the shadow of suspicion: The effects of apology vs. denial for repairing competence-vs. integrity-based trust violations. Journal of Applied Psychology, 89: 104-18.
44. Maddux, W., Kim, P., Okumura, T., and Brett, J. 2011. Cultural differences in the function and meaning of apologies. International Negotiation, 16: 405-25.
45. Matsumoto, D., and Kupperbusch, C. 2001. Idiocentric and allocentric differences in emotional expression and experience. Asian Journal of Social Psychology, 4: 113-31.
46. McEwen, C. 1992. Note on mediation research. In S. B. Goldberg, F. Sander, and N. H. Rogers (eds), Dispute Resolution: Negotiation, Mediation, and Other Processes. Boston, MA: Little Brown.
47. Morris, M. W., and Keltner, D. 2000. How emotions work: The social functions of emotional expression in negotiations. Research in Organizational Behavior, 22: 1-50.
48. Nisbett, R. E., Peng, K., Choi, I., and Norenzayan, A. 2001. Culture and systems of thought: Holistic vs. analytic cognition. Psychological Review, 108: 291-310.
49. Oetzel, J. G., and Ting-T oomey, S. 2003. Face concerns in interpersonal conflict. Communication Research, 30(6): 599-624.
50. Pondy, L. 1992. Reflections on organizational conflict. Journal of Organizational Behavior, 13: 257-61.
51. Pruitt, D. (2004). Forward. In M. J. Gelfand and J. M. Brett (eds), Handbook of Negotiation and Culture:Theoretical Advances and Cultural Perspectives, pp. xi-xiii. Palo Alto, CA: Stanford University Press.
52. Pruitt, D., and Rubin, J. 1986. Social Conflict: Escalation, Stalemate, and Settlement. New York: Random House.
53. Putnam, L., and Poole, M. S. 1987. Conflict and negotiation. In F. Jablin, L. Putnam, K. Roberts, and L. Porter (eds), Handbook of Organizational Communication: An Interdiciplinary Perspective, pp. 549-99. Newbury Park, CA: Sage Publications.
54. Rahim, M. A. 1983. A measure of styles of handling interpersonal conflict. Academy of Managment Journal, 26(2): 368-76.
55. Sanchez-B urks, J. 2005. Protestant relational ideology: The cognitive underpinnings and organizational implications of an American anomaly. In R. Kramer, and B. Staw (eds), Research in Organizational Behavior, Vol. 26, pp. 265-305. Oxford, UK: Elsevier.
56. Sanchez-B urks, J., Lee, F., Choi, I., Nisbett, R., Zhao, S., and Koo, J. 2003. Conversing across cultures: East-West communication styles in work and nonwork contexts. Journal of Personality and Social Psychology, 85(2): 363-72.
57. Sanchez-B urks, J., Neuman, E., Ybarra, O., Kopelman, S., Goh, K., and Park, H. 2008. Cultural folk wisdom about relationship conflict. Negotiation and Conflict Management Research, 1(1): 55-78.
58. Swaab, R., and Brett, J. M. 2012. Managing emotions in employment disputes: A new pre-caucus model of the manager-as- a- mediator. DRRC working paper: Kellogg School of Management, Northwestern University, Evanston, IL.
59. Thibaut, J., and Walker, L. 1975. Procedural Justice: A Psychological Analysis. Hillsdale, NJ: Erlbaum.
60. Ting-T oomey, S., and Kurogi, A. 1998. Facework competence in intercultural conflict: An updated face-negotiation theory. International Journal of Intercultural Relations, 22(2): 187-225.
61. Ting-T oomey, S., Yee-Jung, K. K., Shapiro, R. B., Garcia, W., Wright, T. J., and Oetzel, J. G. 2000. Ethnic/ cultural identity salience and conflict styles in four US ethnic groups. International Journal of Intercultural Relations, 24(1): 47-81.
62. Tinsley, C. H. 2001. How negotiators get to yes: Predicting the constellation of strategies used across cultures to negotiate conflict. Journal of Applied Psychology, 86(4): 583-93.
63. Tinsley, C. H., and Weldon, E. 2003. Responses to a normative conflict among American and Chinese managers. International Journal of Cross Cultural Management, 3(2): 183-94.
64. Tjosvold, D., and Sun, H. 2000. Social face in conflict: Effects of affronts to person and position in China. Group Dynamics: Theory, Research, and Practice, 4: 259-71.
65. Tjosvold, D., and Sun, H. F. 2002. Understanding conflict avoidance: Relationship, motivations, actions, and consequences. International Journal of Conflict Management, 13(2): 142.
66. Triandis, H. C. 1995. Individualism and Collectivism: New Directions in Social Psychology. Boulder, CO:Westview Press.
67. Triandis, H. C. 2000. Culture and conflict. International Journal of Psychology, 35(2): 145-52.
68. Tsai, J., Knutson, B., and Fung, H. 2006. Cultural variation in affect valuation. Journal of Personality and Social Psychology, 90(2): 288-307.
69. Tyler, T., and Huo, Y. 2002. Trust in the Law: Encouraging Public Cooperation with the Police and Courts. New York: Russell Sage Foundation.
70. Uhlmann, E., Heaphy, E., Ashford, S., Zhu, L., and Sanchez-B urks, J. 2013. Non-work role referencing as norm violation: Evidence of cultural boundaries and reinforcing mechanisms. Under second round revision.
71. Ury, W. L., Brett, J., and Goldberg, S. 1993. Getting Disputes Resolved, 2nd edition. San Francisco: Jossey-B ass.
72. Von Glinow, M. A., Shapiro, D. L., and Brett, J. M. 2004. Can we talk, and should we? Managing emotional conflict in multicultural teams. Academy of Management Review, 29(4): 578-92.
73. Wall, J. 2012. The Effects of Culture on Mediation. Available at: http://www.negotiationexercises.com
74. Wolff, S. B., Pescosolido, A. T., and Druskat, V. U. 2002. Emotional intelligence as the basis of leadership emergence in self-managing teams. The Leadership Quarterly, 13(5): 505-22.