Culture and Accountability in Negotiation: Recognizing the Importance of In-Group Relations

15 Pages Posted: 1 Jun 2012 Last revised: 12 Dec 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: 2012

Abstract

We extend Gelfand and Realo’s (1999) argument that accountability motivates negotiators from relationally-focused cultures to use a more pro-relationship approach during negotiations. Our research shows that the effect they predict is found only when the other negotiating partner is an in-group member. Specifically, in two studies involving participants from China (a relationally-focused culture) and the US (a less relationally-focused culture), we found that only when negotiating with an in-group member are Chinese participants under high accountability more likely to use a pro-relationship approach than those under low accountability. Consequently, the differences between Chinese and American participants in the use of a pro-relationship approach occur only when they negotiate with an in-group member under high accountability. The strong attention to relationships, however, results in higher fixed-pie perceptions and lower joint gains. The implications of our findings for theory and practice are discussed.

Suggested Citation

Liu, Wu and Friedman, Raymond A. and Hong, Ying-Yi, Culture and Accountability in Negotiation: Recognizing the Importance of In-Group Relations (2012). Organizational Behavior and Human Decision Processes 2012,117: 221-234, Vanderbilt Owen Graduate School of Management Research Paper No. 2012-05, Available at SSRN: https://ssrn.com/abstract=2071237

Wu Liu

Hong Kong Polytechnic University ( email )

Hung Hom Kowloon
Hong Kong

Raymond A. Friedman (Contact Author)

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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