When Cultures Clash Electronically: The Impact of Email and Social Norms on Negotiation Behavior and Outcomes
作者： Ashleigh Shelby Rosette , Jeanne M. Brett , Zoe Barsness , Anne L. Lytle
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摘要: This research examines the extent to which email medium exacerbates aggressiveness of opening offers made by negotiators from two distinct cultures. Hypotheses derived negotiation, communication, and culture predict that Hong Kong Chinese using would exhibit a reactance effect consequently engage in more aggressive claim higher distributive outcomes than similar United States. Study 1 intercultural negotiations results indicate attained their U.S. counterparts. 2 replicate findings an intracultural negotiation setting also show favorable for when compared both face-to-face negotiators. Overall, suggest vary substantially how they negotiate via ...
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