Culture, Accountability and Group Membership: A Dynamic Constructivist Approach to Cross-Cultural Negotiation

32 Pages Posted: 25 Oct 2009 Last revised: 20 Nov 2012

See all articles by Wu Liu

Wu Liu

Hong Kong Polytechnic University

Ray Friedman

Vanderbilt University - Organizational Behavior

Ying-Yi Hong

Nanyang Technological University (NTU) - Nanyang Business School

Date Written: June 15, 2009

Abstract

Most cross-cultural research focuses on general differences or similarities between cultures, while little attention has been paid to when these differences emerge. A dynamic constructivist view of culture (Hong, Morris, Chiu, & Benet- Martínez, 2000; Morris & Fu, 2001) posits that culture impacts individuals’ behaviors through the activation of cultural knowledge in specific contexts. Using this approach, the present study examines how the interaction between cultural and situational factors affects business negotiation. Specifically, we predicted that only when they negotiate with ingroup members under high accountability conditions, would Chinese negotiators show greater relationship-oriented (vs. self-focused) tendencies than would American negotiators. A pilot negotiation simulation study with 108 Chinese students and a main study with 230 students from China and the United States provided support to our predictions. The implications of our studies to theory and practice are also discussed.

Suggested Citation

Liu, Wu and Friedman, Raymond A. and Hong, Ying-Yi, Culture, Accountability and Group Membership: A Dynamic Constructivist Approach to Cross-Cultural Negotiation (June 15, 2009). 22nd Annual IACM Conference Paper, Available at SSRN: https://ssrn.com/abstract=1493501 or http://dx.doi.org/10.2139/ssrn.1493501

Wu Liu (Contact Author)

Hong Kong Polytechnic University ( email )

Hung Hom Kowloon
Hong Kong

Raymond A. Friedman

Vanderbilt University - Organizational Behavior ( email )

401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)

HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

Ying-Yi Hong

Nanyang Technological University (NTU) - Nanyang Business School ( email )

Singapore, 639798
Singapore

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