Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?
Marin, Jimena Ramirez Olekalns, Mara Adair, Wendi
Marin, Jimena Ramirez
Olekalns, Mara
Adair, Wendi
Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2019-05
Journal
Negotiation and Conflict Management Research
Book
Publication Volume
12
Publication Issue
2
Publication Begin page
146
Publication End page
160
Publication Number of pages
Collections
Abstract
Abstract This paper elaborates a research agenda on cultural norms in communication, negotiation, and conflict management. Our agenda is organized around five questions on negotiation and conflict management, for example: How do culture and norms relate to an individual's propensity to negotiate? Or How do tightness‐looseness norms explain negotiators’ reactions to norm conformity and norm violation? And three questions on communication, for example: What individual and cultural factors lead negotiators to use miscommunication as an opportunity rather than an obstacle? Or Are there cultural differences in whether and what forms of schmoozing are normative? The present paper is based on three pillars: (a) ideas provided by the think tank participants (full list on website), (b) state of the art research and (c) the authors’ perspectives. Our goal is to inspire young, as well as, established researchers to purse these research streams and increase our understanding about the influence of cultural norms.
Research Projects
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Keywords
35 Commerce, Management, Tourism and Services, 5205 Social and Personality Psychology, 3505 Human Resources and Industrial Relations, 3507 Strategy, Management and Organisational Behaviour, 52 Psychology, 16 Peace, Justice and Strong Institutions