1887
Volume 22, Issue 1
  • ISSN 0957-6851
  • E-ISSN: 1569-9838
USD
Buy:$35.00 + Taxes

Abstract

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.
Loading

Article metrics loading...

/content/journals/10.1075/japc.22.1.06liu
2012-01-01
2019-10-22
Loading full text...

Full text loading...

References

http://instance.metastore.ingenta.com/content/journals/10.1075/japc.22.1.06liu
Loading
This is a required field
Please enter a valid email address
Approval was successful
Invalid data
An Error Occurred
Approval was partially successful, following selected items could not be processed due to error