Reference paper:
Brian C. Gunia, Jeanne M. Brett, Amit K. Nandkeolyar, & Dishan Karndar. (2011). Paying a Price: Culture, Trust, and Negotiation Consequences. Journal of Applied Psychology, 96(4), 774–789.Abstract:
(A 50-word quick summary from my understanding)
Study demonstrates culture's impact on negotiation outcomes, via trust and strategy. Relative to American negotiators, Indian negotiators trust their counterparts less, and use Substantiation & Offer strategy more and Question & Answer strategy less. As a result they achieved fewer insights into counterpart's priorities and lower joint gains than Americans.Quick Notes/queries:
(For my further delving)
Dimensions of trust- How does culture affect distinct dimensions of trust - openness, concern and reliability - which are considered to be most relevant (Mishra, 1996)? How do each of these dimensions influence negotiation strategies, insights and joint gains?
Orientations
- A study by Tzafrir et al (2011) showed the main effect of Social Value Orientations ( altruistic, cooperative, individualistic and competitive) on joint gains and that the trust fully mediated this effect. Does culture affect SVOs of individuals? For example - in collectivistic cultures are negotiators more likely to be predisposed towards cooperative SVOs?
Ingroup and outgroup
- How does distinctions into ingroups and outgroups influence negotiation strategy and outcomes? A study by Yuki et al (2005) showed that depersonalized trust (trust towards a relatively unknown target person) was highest towards others who share ingroup membership. The study showed that trust for a Japanese was based on likelihood of sharing direct or indirect interpersonal links and that an American would tend to trust people primarily based on whether they shared category memberships. Does this imply that group membership (ingroup vs outgroup) moderates the relationship of culture and trust?
Outcomes
- Does 'joint outcome' as referred in this study relate to objective measures (economic outcomes, i.e. terms of deal) alone or to both objective and subjective measures (social, perceptual and emotional consequences as defined by Curhan et al, 2006)? Do cultural differences influence subjective outcomes of negotiation?
Cultural elements
- How does high vs low context culture affect trust and insights, and thereby negotiation outcomes? How do individualism vs. collectivism affect trust and insights, and thereby negotiation outcomes?
- What factors (other than trust) that vary by culture influence negotiation strategy?
- How is trust built in and how does it influence intercultural negotiations?