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

See all articles by Ashleigh Shelby Rosette

Ashleigh Shelby Rosette

Duke University - Fuqua School of Business

Jeanne M. Brett

Northwestern University - Kellogg School of Management

Zoe I. Barsness

Milgard School of Business, University of Washington, Tacoma

Anne L. Lytle

Melbourne Business School - University of Melbourne

Date Written: December 12, 2006

Abstract

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

Suggested Citation

Rosette, Ashleigh Shelby and Brett, Jeanne M. and Barsness, Zoe I. and Lytle, Anne Louise, When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior (December 12, 2006). Available at SSRN: https://ssrn.com/abstract=959034 or http://dx.doi.org/10.2139/ssrn.959034

Ashleigh Shelby Rosette (Contact Author)

Duke University - Fuqua School of Business ( email )

Box 90120
Durham, NC 27708-0120
United States

Jeanne M. Brett

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States
847-491-8075 (Phone)
847-491-8896 (Fax)

Zoe I. Barsness

Milgard School of Business, University of Washington, Tacoma ( email )

University of Washington, Tacoma
1900 Commerce Street
Tacoma, WA 98402-3100
United States
253-692-5884 (Phone)

Anne Louise Lytle

Melbourne Business School - University of Melbourne ( email )

200 Leicester Street
Carlton, VIC 3053
Australia
+614-402-336-723 (Phone)
+612-9904-4646 (Fax)

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