Reciprocating Concessions in Intercultural and Intracultural Contexts

27 Pages Posted: 4 Mar 2008

Date Written: 2007

Abstract

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.

Suggested Citation

Mercer Traavik, Laura E., Reciprocating Concessions in Intercultural and Intracultural Contexts (2007). IACM 2007 Meetings Paper, Available at SSRN: https://ssrn.com/abstract=1100608 or http://dx.doi.org/10.2139/ssrn.1100608

Laura E. Mercer Traavik (Contact Author)

Norwegian School of Management (BI) ( email )

P.O. Box 580
NO - 1302 Sandvika
Norway

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