Citation

How Do Interaction Goals Drive the Negotiation Dance over Time? A Cross-Cultural Analysis of Social Motives, Strategy Sequences, Joint Gains, and Negotiator Satisfaction

Abstract | Word Stems | Keywords | Association | Citation | Similar Titles



Abstract:

This study examines the process through which negotiators’ interaction goals influenced behavioral sequences and negotiation outcomes. 67 dyads (35 Chinese, 32 Americans) completed a simulated employment contract negotiation. Results indicated (a) integrative reciprocity mediated the influence of competitive goals on negotiation outcomes, (b) the type and frequency of behavioral sequences vary at different stages, (c) behavioral sequences in the second half played a stronger role, and (d) substantial cultural differences were found in this process.

Most Common Document Word Stems:

negoti (249), goal (109), sequenc (96), cultur (89), interact (76), reciproc (56), distribut (53), integr (46), chines (43), use (43), joint (42), strategi (42), gain (41), research (40), relationship (36), studi (34), m (34), outcom (33), effect (33), american (31), danc (30),

Author's Keywords:

negotiation; culture; interaction goals; behavioral sequences; phases; joint gains; satisfaction
Convention
Submission, Review, and Scheduling! All Academic Convention can help with all of your abstract management needs and many more. Contact us today for a quote!
Submission - Custom fields, multiple submission types, tracks, audio visual, multiple upload formats, automatic conversion to pdf.Review - Peer Review, Bulk reviewer assignment, bulk emails, ranking, z-score statistics, and multiple worksheets!
Reports - Many standard and custom reports generated while you wait. Print programs with participant indexes, event grids, and more!Scheduling - Flexible and convenient grid scheduling within rooms and buildings. Conflict checking and advanced filtering.
Communication - Bulk email tools to help your administrators send reminders and responses. Use form letters, a message center, and much more!Management - Search tools, duplicate people management, editing tools, submission transfers, many tools to manage a variety of conference management headaches!
Click here for more information.

Association:
Name: NCA 96th Annual Convention
URL:
http://www.natcom.org


Citation:
URL: http://citation.allacademic.com/meta/p428074_index.html
Direct Link:
HTML Code:

MLA Citation:

Liu, Meina. and Zhu, Lin. "How Do Interaction Goals Drive the Negotiation Dance over Time? A Cross-Cultural Analysis of Social Motives, Strategy Sequences, Joint Gains, and Negotiator Satisfaction" Paper presented at the annual meeting of the NCA 96th Annual Convention, Hilton San Francisco, San Francisco, CA, Nov 13, 2010 <Not Available>. 2014-11-27 <http://citation.allacademic.com/meta/p428074_index.html>

APA Citation:

Liu, M. and Zhu, L. J. , 2010-11-13 "How Do Interaction Goals Drive the Negotiation Dance over Time? A Cross-Cultural Analysis of Social Motives, Strategy Sequences, Joint Gains, and Negotiator Satisfaction" Paper presented at the annual meeting of the NCA 96th Annual Convention, Hilton San Francisco, San Francisco, CA Online <APPLICATION/PDF>. 2014-11-27 from http://citation.allacademic.com/meta/p428074_index.html

Publication Type: Conference Paper/Unpublished Manuscript
Review Method: Peer Reviewed
Abstract: This study examines the process through which negotiators’ interaction goals influenced behavioral sequences and negotiation outcomes. 67 dyads (35 Chinese, 32 Americans) completed a simulated employment contract negotiation. Results indicated (a) integrative reciprocity mediated the influence of competitive goals on negotiation outcomes, (b) the type and frequency of behavioral sequences vary at different stages, (c) behavioral sequences in the second half played a stronger role, and (d) substantial cultural differences were found in this process.


Similar Titles:
Same Path, Different Experience: Culture’s Main and Moderating Effects on the Links Between Causal Attribution, Emotion, and Interaction Goals in Negotiation

Relationship Cultivation Strategies and Relationship Outcomes: A Comparative Study on Multinational and Taiwanese Companies’ Relationship Building in China

The Effects of Interaction Goals on Negotiation Tactics and Outcomes: A Dyad-level Analysis Across Two Cultures


 
All Academic, Inc. is your premier source for research and conference management. Visit our website, www.allacademic.com, to see how we can help you today.