The Dynamics of Consensus Building in Intracultural and Intercultural Negotiations

• 成果类型: Article
• 署名作者: Liu, Leigh Anne; Friedman, Ray; Barry, Bruce; Gelfand, Michele J.; Zhang, Zhi-Xue
• 署名单位: University System of Georgia; Georgia State University; Vanderbilt University; University System of Maryland; University of Maryland College Park; Peking University
• 刊物名称: ADMINISTRATIVE SCIENCE QUARTERLY
• ISSN/ISSBN: 0001-8392
• DOI: 10.1177/0001839212453456
• 发表日期: 2012
• 页码: 269-304
• 关键词: MENTAL MODELS; CULTURAL-ADAPTATION; UNITED-STATES; need; CONFLICT; closure; IMPACT; time; ACCOUNTABILITY; perceptions

摘要

This research examines the dynamics of consensus building in intracultural and intercultural negotiations achieved through the convergence of mental models between negotiators. Working from a dynamic constructivist view, according to which the effects of culture are socially and contextually contingent, we theorize and show in two studies of U. S. and Chinese negotiators that while consensus might be generally easier to achieve in intracultural negotiation settings than intercultural settings, the effects of culture depend on the epistemic and social motives of the parties. As hypothesized, we find that movement toward consensus (in the form of mental model convergence) is more likely among intracultural than intercultural negotiating dyads and that negotiators' epistemic and social motives moderated these effects: need for closure inhibited consensus more for intercultural than intracultural dyads, while concern for face fostered consensus more for intercultural than intracultural dyads. Our theory and findings suggest that consensus building is not necessarily more challenging in cross-cultural negotiations but depends on the epistemic and social motivations of the individuals negotiating.