When Cultures Clash Electronically: The Impact of Email and Social Norms on Negotiation Behavior and Outcomes

Ashleigh Shelby Rosette, Jeanne Brett, Zoe Barsness, Anne L. Lytle

Research output: Contribution to journalArticle

18 Scopus citations

Abstract

This research examines the extent to which the email medium exacerbates the aggressiveness of opening offers made by negotiators from two distinct cultures. Hypotheses derived from negotiation, communication, and culture research predict that Hong Kong Chinese negotiators using email would exhibit a reactance effect and consequently engage in more aggressive opening offers and claim higher distributive outcomes than similar negotiators in the United States. Study 1 examines intercultural email negotiations and results indicate that Hong Kong Chinese negotiators made more aggressive opening offers and attained higher distributive outcomes than their U.S. counterparts. Study 2 results replicate Study 1 findings in an intracultural negotiation setting and also show favorable outcomes for Hong Kong email negotiators when compared to both Hong Kong and U.S. face-to-face negotiators. Overall, the findings suggest that Hong Kong Chinese and U.S. negotiators vary substantially in how they negotiate via email and face to face, which results in differences in distributive outcomes.

Original languageEnglish (US)
Pages (from-to)628-643
Number of pages16
JournalJournal of Cross-Cultural Psychology
Volume43
Issue number4
DOIs
StatePublished - May 1 2012

Keywords

  • Aggressive offers
  • Culture
  • Distributive outcomes
  • Email
  • Negotiations
  • Opening offers

ASJC Scopus subject areas

  • Social Psychology
  • Cultural Studies
  • Anthropology

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