The Moderating Effects of Cultural Identity on International Negotiation Outcomes: Extending the Milliken and Martins Framework

37 Pages Posted: 16 Nov 2008

See all articles by Michael A. Gross

Michael A. Gross

Colorado State University, Fort Collins - Department of Management

Willie E. Hopkins

California State University, Chico - College of Business

Shirley A. Hopkins

California State University, Chico - Department of Accounting and MIS

Date Written: November 9, 2008

Abstract

We extend a theoretical framework that proposes how observable and non-observable attributes of diversity affect outcomes for individuals, groups, and organizations, and the mediating processes (i.e., affective, cognitive, symbolic, and communications) through which diversity affects these outcomes. We consider this framework within the context of culture and international negotiation by applying it within this context, proposing that observable and non-observable attributes of ethnic culture activate these mediating processes. Furthermore, we argue that the extent to which negotiators identify with their respective ethnic culture moderates the effects of these mediating processes on the negotiators' ability to achieve a successful negotiation outcome.

Suggested Citation

Gross, Michael A. and Hopkins, Willie E. and Hopkins, Shirley A., The Moderating Effects of Cultural Identity on International Negotiation Outcomes: Extending the Milliken and Martins Framework (November 9, 2008). IACM 21st Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1298485 or http://dx.doi.org/10.2139/ssrn.1298485

Michael A. Gross (Contact Author)

Colorado State University, Fort Collins - Department of Management ( email )

College of Business
Fort Collins, CO 80523-1275
United States

Willie E. Hopkins

California State University, Chico - College of Business ( email )

United States

Shirley A. Hopkins

California State University, Chico - Department of Accounting and MIS ( email )

Chico, CA 95929
United States

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