Group Decis Negot 2013 22389405DOI 101007s1072601192724Cultural

Powerful Essays
Group Decis Negot (2013) 22:389–405
DOI 10.1007/s10726-011-9272-4

Cultural Perspective Taking in Cross-Cultural
Negotiation
Sujin Lee · Wendi L. Adair · Seong-Jee Seo

Published online: 2 November 2011
© Springer Science+Business Media B.V. 2011

Abstract This study introduces the construct cultural perspective taking in negotiation, the active consideration of the other party’s culturally-normative negotiation behaviors prior to negotiation, and compares the effect of cultural perspective taking
(CPT) versus alternative-focused perspective taking (PT) in cross-cultural negotiations. 160 undergraduate students of North American and East Asian ethnicity in the United States and Canada participated in a simulated cross-cultural buyer-seller negotiation in a laboratory study. Participants were randomly assigned to CPT or PT condition. Results show that negotiators who engaged in CPT claimed more value than those who engaged in PT. And when both East Asian and North American negotiators engaged in CPT, East Asian negotiators claimed more value. CPT had no effect on value creation. This study highlights that learning about the other culture before a cross-cultural encounter benefits value claiming, but not necessarily value creation.

We thank Ethan Burris, Adam Galinsky, and Elizabeth Mannix for their insightful comments on previous versions of this manuscript and Michele Castaldi and Jenesis Squires for their valuable assistance with the project. Data collection was partially funded by a grant from the Social Sciences and Humanities
Research Council of Canada.
S. Lee (B)
Department of Management Science, Graduate School of Innovation and Technology Management,
KAIST, Daejeon, Republic of Korea e-mail: sujinlee@kaist.ac.kr
W. L. Adair
Department of Psychology, University of Waterloo, 200 University Ave., West Waterloo, ON N2L 3G1,
Canada
e-mail: wladair@uwaterloo.ca
S.-J. Seo
Graduate School of Innovation and Technology Management, KAIST, Daejeon, Republic of Korea



References: Acuff FL (1997) How to negotiate with anyone anywhere around the world. AMACOM, New York Adair WL (2003) Integrative sequences and negotiation outcome in same- and mixed-culture negotiations. Int J Confl Manag 14:273–296 Adair WL, Okumura T, Brett JM (2001) Negotiation behavior when cultures collide: the US and Japan Appl Psychol 86:371–385 Adair WL, Taylor MS, Tinsley CH (2009) Starting out on the right foot: negotiation schemas when cultures collide. Negot Confl Manag Res 2:138–163 Adler NJ (1997) International dimensions of organizational behavior Company, Cincinatti Brett JM (2001) Negotiating globally Brett JM, Crotty S (2008) Culture and negotiation. In: Smith PB, Peterson MF, Thomas DC (eds) Handbook Cultural Perspective Taking 405 Neale MA, Bazerman MH (1983) The role of perspective taking ability in negotiating under different forms of arbitration. Ind Labor Relat Rev 36:378–388 Pearce WB, Stamm KR (1973) Coorientational states and interpersonal communication New models of mass communication research. Sage, Beverly Hills pp 177–203 Sebenius JK (1992) Negotiation analysis: a characterization and review Thompson L (1993) The impact of negotiation on intergroup relations. J Exp Soc Psychol 29:304–325 Tinsley CH, O’Connor KM, Sullivan BA (2002) Tough guys finish last: the perils of a distributive reputation. Organ Behav Hum Decis Process 88:621–642 Tinsley CH, Pillutla MM (1998) Negotiating in the United States and Hong Kong Todd AR, Bodenhausen GV, Richeson JA, Galinsky AD (2011) Perspective taking combats automatic expressions of racial bias Weiss SE (1994) Negotiating with “Romans” - Parts 1 & 2”. Sloan Manag Rev 35:51–99 123

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