Relational construal in negotiation: Propositions and examples from Latin and Anglo cultures
Publication type
Journal article with impact factorPublication Year
2011Journal
International NegotiationPublication Volume
16Publication Issue
3Publication Begin page
383Publication End page
404
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Show full item recordAbstract
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.Knowledge Domain/Industry
People Management & Leadershipae974a485f413a2113503eed53cd6c53
10.1163/157180611X592923