When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior
Dispute Resolution Research Center Working Paper No. 302
39 Pages Posted: 24 Jan 2007
Date Written: December 12, 2006
Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken together, the two studies suggest that Hong Kong and U.S. negotiators vary substantially in the manner in which they negotiate via email and face-to-face, which resulted in differences in individual gains.
Keywords: culture, e-mail, negotiations, aggressive offers, individual gains, opening offers, distributive negotiations, values, norms, Hong Kong Chinese, face-to-face
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