Reciprocating Concessions in Intercultural and Intracultural Contexts
Laura E. Mercer Traavik
Norwegian School of Management (BI)
IACM 2007 Meetings Paper
In this paper we investigated whether intercultural or intracultural contexts affect the reciprocity in an intraorganizational negotiation. Using a scenario we examined how the intercultural context affected negotiator's social identity, attributions and stereotype beliefs. Counter to expectations, our findings indicated that the intercultural context was not associated with higher national social identity nor lower reciprocation. We did find that stronger national social identity was associated with stronger stereotype beliefs. Attributing concession behavior to the person was not influenced by the intercultural context but was associated with higher reciprocity.
Number of Pages in PDF File: 27
Date posted: March 4, 2008