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The Role of Affect in Cross-Cultural Negotiations

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Author Info

  • Jennifer M George

    (Texas A&M University)

  • Gareth R Jones

    (Texas A&M University)

  • Jorge A Gonzalez

    (Texas A&M University)

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    Abstract

    This paper presents a model of cross-cultural negotiations which describes how the affect negotiators experience during negotiations influences the character of the negotiation process and its outcomes. Three categories of determinants of negotiator affect are proposed: Individual differences, cross-cultural differences, and contextual factors. The ways in which negotiator affect influences information processing during negotiations are then described. It is suggested that the influence of affect, through substantive information processing, may lead to either positive or negative spirals in negotiations, influencing the ability of negotiators to reach an integrative solution. Finally, the ways in which negotiators can break out of destructive negative spirals by engaging in motivated rather than substantive information processing are discussed.© 1998 JIBS. Journal of International Business Studies (1998) 29, 749–772

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    Bibliographic Info

    Article provided by Palgrave Macmillan in its journal Journal of International Business Studies.

    Volume (Year): 29 (1998)
    Issue (Month): 4 (December)
    Pages: 749-772

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    Handle: RePEc:pal:jintbs:v:29:y:1998:i:4:p:749-772

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    Web page: http://www.palgrave-journals.com/

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    Postal: Palgrave Macmillan Journals, Subscription Department, Houndmills, Basingstoke, Hampshire RG21 6XS, UK
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    Cited by:
    1. Forgas, Joseph P. & George, Jennifer M., 2001. "Affective Influences on Judgments and Behavior in Organizations: An Information Processing Perspective," Organizational Behavior and Human Decision Processes, Elsevier, vol. 86(1), pages 3-34, September.
    2. Meiling Wong, 2010. "Guanxi Management as Complex Adaptive Systems: a Case Study of Taiwanese ODI in China," Journal of Business Ethics, Springer, vol. 91(3), pages 419-432, February.
    3. Saorín-Iborra, M. Carmen, 2008. "Time pressure in acquisition negotiations: Its determinants and effects on parties' negotiation behaviour choice," International Business Review, Elsevier, vol. 17(3), pages 285-309, June.
    4. Kumar, Rajesh & Rangan, U. Srinivasa & Rufín, Carlos, 2005. "Negotiating complexity and legitimacy in independent power project development," Journal of World Business, Elsevier, vol. 40(3), pages 302-320, August.

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