Relational Construal in Negotiation: Propositions and Examples from Latin and Anglo Cultures1
Ramirez-Marin, Jimena Y Brett, Jeanne M
Ramirez-Marin, Jimena Y
Brett, Jeanne M
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Publication Type
Journal article with impact factor
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Supervisor
Publication Year
2011
Journal
International Negotiation
Book
Publication Volume
16
Publication Issue
3
Publication Begin page
383
Publication End page
404
Publication Number of pages
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Abstract
In certain cultures, relationships are the reason for negotiation. In this article, we offer a rationale regarding why relationships have more or less salience across cultures. We present psychological, economic and sociological factors that explain the reasons for negotiating relationally. Propositions are made as to how cultural construal about relationships influences offers, targets and limits, negotiation strategy and, ultimately, economic and relational outcomes. Our major explanatory construct is new: cultural consensus about relationships. This construct is grounded in well developed theory of self construal and new empirical research showing the utility of measures of consensus in explaining cultural differences in behavior. With this theoretical contribution, we join the group of scholars who are advocating that more attention should be paid to negotiators’ subjective evaluations of the social and emotional consequences of negotiation.
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Keywords
35 Commerce, Management, Tourism and Services, 4803 International and Comparative Law, 44 Human Society, 3507 Strategy, Management and Organisational Behaviour, 48 Law and Legal Studies, 4408 Political Science, Basic Behavioral and Social Science, Behavioral and Social Science