A. S. Rosette, J. Brett, Z. Barsness, Anne L. Lytle
{"title":"When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior","authors":"A. S. Rosette, J. Brett, Z. Barsness, Anne L. Lytle","doi":"10.2139/ssrn.959034","DOIUrl":null,"url":null,"abstract":"Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken together, the two studies suggest that Hong Kong and U.S. negotiators vary substantially in the manner in which they negotiate via email and face-to-face, which resulted in differences in individual gains.","PeriodicalId":193943,"journal":{"name":"Information Systems: Behavioral & Social Methods","volume":"76 1","pages":"0"},"PeriodicalIF":0.0000,"publicationDate":"2006-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"10","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Information Systems: Behavioral & Social Methods","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.2139/ssrn.959034","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
引用次数: 10
Abstract
Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken together, the two studies suggest that Hong Kong and U.S. negotiators vary substantially in the manner in which they negotiate via email and face-to-face, which resulted in differences in individual gains.