+ Site Statistics
+ Search Articles
+ Subscribe to Site Feeds
Most Shared
PDF Full Text
+ PDF Full Text
Request PDF Full Text
+ Follow Us
Follow on Facebook
Follow on Twitter
Follow on LinkedIn
+ Translate
+ Recently Requested

How negotiators get to yes: predicting the constellation of strategies used across cultures to negotiate conflict

How negotiators get to yes: predicting the constellation of strategies used across cultures to negotiate conflict

Journal of Applied Psychology 86(4): 583-593

Individualism, hierarchy, polychronicity, and explicit-contracting values explain why managers from Germany, Japan, and the United States use a different mix of strategies to negotiate workplace conflict. Hypotheses extend prior research in showing that conflict behavior is multiply determined and that each culture uses a variety of interests, regulations, and power-based conflict management strategies. Results of actual (rather than survey-based) conflict resolution behavior suggest several fruitful avenues for future research, including examining the inferred meaning of negotiation arguments, analyzing interaction effects of cultural value dimensions, studying the effectiveness of different strategies across cultures, and examining whether strategic adjustments are made during intercultural conflict management.

(PDF emailed within 0-6 h: $19.90)

Accession: 046280373

Download citation: RISBibTeXText

PMID: 11519643

DOI: 10.1037/0021-9010.86.4.583

Related references

Song as a signal to negotiate a sexual conflict?. Animal Biology Leiden ember; 53(2): 159-171, 2003

Conflict, management--flight, fight, negotiate?. Nln Publications: I-V, 1-41, 1977

Configural frequency analysis. VII. Constellation, constellation changes and profile constellation types. Zeitschrift für Klinische Psychologie und Psychotherapie 21(3): 197-209, 1973

Conflict cultures in organizations: how leaders shape conflict cultures and their organizational-level consequences. Journal of Applied Psychology 97(6): 1131-1147, 2014

Predicting Hotspots of Human-Elephant Conflict to Inform Mitigation Strategies in Xishuangbanna, Southwest China. Plos One 11(9): E0162035-E0162035, 2016

Training predelinquent youths and their parents to negotiate conflict situations. Journal of Applied Behavior Analysis 7(3): 357-364, 1974

The critical role of conflict resolution in teams: a close look at the links between conflict type, conflict management strategies, and team outcomes. Journal of Applied Psychology 93(1): 170-188, 2008

Effects on the subsequent performance of negotiators of studying issues or planning strategies alone or in groups. Psychological Monographs 80(6): 1-31, 1966

Disarming people with words: strategies of interactional communication that crisis (hostage) negotiators share with systemic clinicians. Journal of Marital and Family Therapy 33(1): 51-68; Discussion 69-76, 2007

Predicting adolescent posttraumatic stress in the aftermath of war: differential effects of coping strategies across trauma reminder, loss reminder, and family conflict domains. Anxiety, Stress, and Coping 28(1): 88-104, 2015

Strategies of interpersonal negotiation in children 18-24 months of age (conflict, avoidance and resolution of the conflict). La Psychiatrie de L'enfant 33(2): 573-597, 1990

Voicing conflict: preferred conflict strategies among incremental and entity theorists. Personality & Social Psychology Bulletin 32(11): 1497-1508, 2006

Conflict Resolution Strategies Adopted From Parenting Coordination Assisting High-Conflict Coparenting Students. Journal of College Counseling 16(2): 176-190, 2013

Conflict resolution strategies: when ethical dilemmas evolve into conflict. Dimensions of Critical Care Nursing 10(6): 354-363, 1991

Conflict management strategies of aggressors in a colony of baboons Post-conflict affiliation and aggression and time-sharing. Folia Primatologica 74(4): 217-218, September, 2003