Getting What You Want: The Role of Culture in Predicting the Effectiveness of Informational and Relational Persuasive Strategies in Conflict Resolution

28 Pages Posted: 31 Mar 2008

See all articles by Wendi L. Adair

Wendi L. Adair

University of Waterloo - Department of Psychology

Jeanne M. Brett

Northwestern University - Kellogg School of Management

Tetsushi Okumura

Tokyo University of Science, School of Management

Masako Taylor

Kansai University

Date Written: 2007

Abstract

Theory on culture and influence in negotiation predicts cultural differences along the lines of informational versus relational persuasion. We review empirical findings that do not offer consistent support for the existing theory. We then uncover a refined four-factor model of persuasion in cross-cultural negotiations. We find that U.S. negotiators endorse interests-based persuasion whereas Japanese negotiators endorse rational persuasion, both of which are forms of informational persuasion. We also find that U.S. negotiators endorse ingratiation whereas Japanese negotiators endorse sanction-based persuasion, both of which are forms of relational persuasion. Consistent with prior cross-cultural research, we also find that the use of culturally-normative strategies assists negotiators in resolving a dispute simulation.

Suggested Citation

Adair, Wendi L. and Brett, Jeanne M. and Okumura, Tetsushi and Taylor, Masako, Getting What You Want: The Role of Culture in Predicting the Effectiveness of Informational and Relational Persuasive Strategies in Conflict Resolution (2007). IACM 2007 Meetings Paper. Available at SSRN: https://ssrn.com/abstract=1100625 or http://dx.doi.org/10.2139/ssrn.1100625

Wendi L. Adair (Contact Author)

University of Waterloo - Department of Psychology ( email )

200 University Avenue West
Waterloo, Ontario N2L 3G1
Canada
519-888-4567 ext. 38143 (Phone)
519-746-8631 (Fax)

Jeanne M. Brett

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States
847-491-8075 (Phone)
847-491-8896 (Fax)

Tetsushi Okumura

Tokyo University of Science, School of Management ( email )

2-11-2
Fujimi. Chiyodaku
Tokyo
Japan

Masako Taylor

Kansai University ( email )

3-3-35 Yamatecho
Osaka, 564-8680
Japan

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