This study examines cultural variations in negotiators’ attribution and emotion as a viable means to understand culture’s multiplex influence on goal pursuit when it interacts with situational factors. 277 US Americans and 239 mainland Chinese responded to a hypothetical employment negotiation scenario in two experimental conditions. Findings indicate that given the same set of persuasive messages by a counterpart, American participants judged the counterpart as more personally responsible for perceived negative behavior, felt more anger and less compassion toward the counterpart, and placed greater importance on competitive goals than Chinese participants. Although the paths whereby emotions arise and influence interaction goals are largely similar across cultures, mainland Chinese demonstrated a stronger tendency to compete when they felt angry, whereas US Americans were more likely to pursue cooperative goals across both conditions. Theoretical and practical implications of these seemingly contradictory findings are discussed in this article.
2023. Why do we vent our emotions and blame others during the coronavirus pandemic? The role of emotional clarity in the United States and South Korea (¿Por qué ventilamos nuestras emociones y culpabilizamos a otras personas durante la pandemia del coronavirus? El rol de la claridad emocional en los Estados Unidos y Corea del Sur). International Journal of Social Psychology: Revista de Psicología Social 38:2 ► pp. 330 ff.
Liu, Meina
2019. How Power Distance Interacts with Culture and Status to Explain Intra‐ and Intercultural Negotiation Behaviors: A Multilevel Analysis. Negotiation and Conflict Management Research 12:3 ► pp. 192 ff.
Liu, Meina, Lin Zhu & Ioana A. Cionea
2019. What Makes Some Intercultural Negotiations More Difficult Than Others? Power Distance and Culture-Role Combinations. Communication Research 46:4 ► pp. 555 ff.
Fokin, Vladimir Ivanovich, Sergey Sergeevich Shirin, Julia Vadimovna Nikolaeva, Natalia Mikhailovna Bogolubova, Elena Eduardovna Elts & Vladimir Nikolaevich Baryshnikov
2017. Interaction of cultures and diplomacy of states. Kasetsart Journal of Social Sciences 38:1 ► pp. 45 ff.
Hunsaker, David A.
2017. Anger in Negotiations: A Review of Causes, Effects, and Unanswered Questions. Negotiation and Conflict Management Research 10:3 ► pp. 220 ff.
Kwantes, Catherine T. & Sharon Glazer
2017. Work and Culture. In Culture, Organizations, and Work [SpringerBriefs in Psychology, ], ► pp. 67 ff.
Zhuang, Jie & Mary Jiang Bresnahan
2017. Does Shame Still Prevail in China and Guilt Prevail in the U.S.A?. Journal of Intercultural Communication Research 46:2 ► pp. 111 ff.
Zhang, Qin, Stella Ting-Toomey & John G. Oetzel
2014. Linking Emotion to the Conflict Face-Negotiation Theory: A U.S.-China Investigation of the Mediating Effects of Anger, Compassion, and Guilt in Interpersonal Conflict. Human Communication Research 40:3 ► pp. 373 ff.
Zhang, Qin & Jibiao Zhang
2013. Instructors' Positive Emotions: Effects on Student Engagement and Critical Thinking in U.S. and Chinese Classrooms. Communication Education 62:4 ► pp. 395 ff.
This list is based on CrossRef data as of 21 november 2024. Please note that it may not be complete. Sources presented here have been supplied by the respective publishers.
Any errors therein should be reported to them.