Cultural Perspective Taking in Cross-Cultural Negotiation

Group Decision and Negotiation, Forthcoming

30 Pages Posted: 20 Oct 2011

See all articles by Sujin Lee

Sujin Lee

KAIST (Korea Advanced Institute of Science and Technology)

Wendi L. Adair

University of Waterloo - Department of Psychology

Seong-Jee Seo

Korea Advanced Institute of Science and Technology (KAIST)- School of Innovation and Technology Management (I&TM)

Date Written: October 20, 2011

Abstract

This study introduces the construct cultural perspective taking in negotiation, the active consideration of the other party’s culturally-normative negotiation behaviors prior to negotiation, and compares the effect of cultural perspective taking (CPT) versus alternative-focused perspective taking (PT) in cross-cultural negotiations. 160 undergraduate students of North American and East Asian ethnicity in the United States and Canada participated in a simulated cross-cultural buyer-seller negotiation in a laboratory study. Participants were randomly assigned to CPT or PT condition. Results show that negotiators who engaged in CPT claimed more value than those who engaged in PT. And when both East Asian and North American negotiators engaged in CPT, East Asian negotiators claimed more value. CPT had no effect on value creation. This study highlights that learning about the other culture before a cross-cultural encounter benefits value claiming, but not necessarily value creation.

Keywords: negotiation, perspective taking, culture, value claiming

Suggested Citation

Lee, Sujin and Adair, Wendi L. and Seo, Seong-Jee, Cultural Perspective Taking in Cross-Cultural Negotiation (October 20, 2011). Group Decision and Negotiation, Forthcoming. Available at SSRN: https://ssrn.com/abstract=1946826

Sujin Lee (Contact Author)

KAIST (Korea Advanced Institute of Science and Technology) ( email )

373-1 Kusong-dong
Yuson-gu
Daejeon 305-701
Korea

Wendi L. Adair

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)

Seong-Jee Seo

Korea Advanced Institute of Science and Technology (KAIST)- School of Innovation and Technology Management (I&TM) ( email )

291 Daehak-ro(373-1 Guseong-dong), Yuseong-gu
Daejeon, 305-701
Korea, Republic of (South Korea)

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