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Influence of Culture on Reactions to Negotiation Deadline

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Item Summary Semnani-Azad, Zhaleh Adair, Wendi Sycara, Katia Lewis, Michael 2020-01-04T07:16:38Z 2020-01-04T07:16:38Z 2020-01-07
dc.identifier.isbn 978-0-9981331-3-3
dc.description.abstract Prior research shows that Western and Eastern individuals behave differently in negotiations due to cultural differences in values, norms, and strategies (Hall, 1983). In this study we examined cultural differences in how deadlines affect reaching an agreement in negotiations. We also examine various factors that determine negotiators’ strategies, such as the number of issues negotiators focus on or the importance placed on relationship building or tasks. Using cultural theories involving time perception we generated hypotheses and tested in an in-lab negotiation experiment with varying time deadline. Our sample included East Asian and North American negotiators engaging in an intracultural negotiation. Our results showed significant main effects. East Asian negotiators were more focused on relationship building and long-term plans than North American negotiators, who were focused on the tasks and short-term plans. We discuss interactions of culture and deadline on negotiation process and performance.
dc.format.extent 9 pages
dc.language.iso eng
dc.relation.ispartof Proceedings of the 53rd Hawaii International Conference on System Sciences
dc.rights Attribution-NonCommercial-NoDerivatives 4.0 International
dc.subject Social and Psychological Perspectives in Collaboration Research
dc.subject culture
dc.subject deadline
dc.subject negotiation
dc.subject time
dc.title Influence of Culture on Reactions to Negotiation Deadline
dc.type Conference Paper
dc.type.dcmi Text
dc.identifier.doi 10.24251/HICSS.2020.083
Appears in Collections: Social and Psychological Perspectives in Collaboration Research

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