How Do Interaction Goals Drive the Negotiation Dance: A Cross-Cultural Analysis of Social Motives, Strategy Sequences, Joint Gains, and Negotiator Satisfaction

IACM 23rd Annual Conference Paper

21 Pages Posted: 23 May 2010 Last revised: 28 May 2010

See all articles by Meina Liu

Meina Liu

University of Maryland - Department of Communication

Lin Zhu

University of Maryland

Doo Hee Lee

University of Maryland

Date Written: February 8, 2010

Abstract

This study provides a sequential analysis of the bargaining interaction within and across two phases and examines how negotiators’ interaction goals influence both parties’ behavioral sequences over time, and their negotiation outcomes. Sixty-seven negotiation dyads (35 Chinese, 32 Americans) simulated an employment negotiation. Results showed that (a) distributive and integrative reciprocity mediated the influence of competitive goals on joint profit, with goals having a stronger influence on reciprocity in the first half of the negotiation, yet reciprocity in the second half having a stronger influence on joint profit, (b) distributive and integrative transformational sequences mediated the influence of employers’ goals on employees’ individual gains, but not vice versa, and (c) culture had both main (e.g., Americans demonstrated a greater tendency to break distributive reciprocity than Chinese) and moderating effects (e.g., Chinese responded to counterparts’ competitive goals with more distributive complementary sequences, whereas Americans less distributive transformational sequences) in this process.

Suggested Citation

Liu, Meina and Zhu, Lin and Lee, Doo Hee, How Do Interaction Goals Drive the Negotiation Dance: A Cross-Cultural Analysis of Social Motives, Strategy Sequences, Joint Gains, and Negotiator Satisfaction (February 8, 2010). IACM 23rd Annual Conference Paper, Available at SSRN: https://ssrn.com/abstract=1612778 or http://dx.doi.org/10.2139/ssrn.1612778

Meina Liu (Contact Author)

University of Maryland - Department of Communication ( email )

2110 Skinner Building
College Park, MD 20742-4411
United States

Lin Zhu

University of Maryland ( email )

College Park
College Park, MD 20742
United States

Doo Hee Lee

University of Maryland ( email )

College Park
College Park, MD 20742
United States

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