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Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , ,

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  • Gelfand, Michele J.
  • Christakopoulou, Sophia

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  • Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    • Handle: RePEc:eee:jobhdp:v:79:y:1999:i:3:p:248-269
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    1. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    2. Kramer, Roderick M. & Newton, Elizabeth & Pommerenke, Pamela L., 1993. "Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(1), pages 110-133, October.
    3. Hilty, John A. & Carnevale, Peter J., 1993. "Black-Hat/White-Hat Strategy in Bilateral Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(3), pages 444-469, August.
    4. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    5. Carnevale, Peter J. D. & Conlon, Donald E., 1988. "Time pressure and strategic choice in mediation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 42(1), pages 111-133, August.
    6. Thompson, Leigh & Loewenstein, George, 1992. "Egocentric interpretations of fairness and interpersonal conflict," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 176-197, March.
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    Cited by:

    1. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
    2. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    3. Zhi-Xue Zhang & Yu-Lan Han, 2007. "The effects of reciprocation wariness on negotiation behavior and outcomes," Group Decision and Negotiation, Springer, vol. 16(6), pages 507-525, November.
    4. Chmielecki Michał, 2020. "Cognitive Biases in Negotiation - Literature Review," Journal of Intercultural Management, Sciendo, vol. 12(2), pages 31-52, June.
    5. De Dreu, Carsten K. W., 2003. "Time pressure and closing of the mind in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 280-295, July.
    6. Van den Abbeele, Alexandra & Roodhooft, Filip & Warlop, Luk, 2009. "The effect of cost information on buyer-supplier negotiations in different power settings," Accounting, Organizations and Society, Elsevier, vol. 34(2), pages 245-266, February.
    7. Liu, Yipeng & Almor, Tamar, 2016. "How culture influences the way entrepreneurs deal with uncertainty in inter-organizational relationships: The case of returnee versus local entrepreneurs in China," International Business Review, Elsevier, vol. 25(1), pages 4-14.
    8. Sujin Lee & Wendi L. Adair & Seong-Jee Seo, 2013. "Cultural Perspective Taking in Cross-Cultural Negotiation," Group Decision and Negotiation, Springer, vol. 22(3), pages 389-405, May.
    9. Valenzuela, Ana & Srivastava, Joydeep & Lee, Seonsu, 2005. "The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 72-88, January.
    10. Carmona, Salvador & Iyer, Govind & Reckers, Philip M.J., 2014. "Performance evaluation bias: A comparative study on the role of financial fixation, similarity-to-self and likeability," Advances in accounting, Elsevier, vol. 30(1), pages 9-17.
    11. Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.
    12. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    13. Perreault, Stephen & Kida, Thomas, 2011. "The relative effectiveness of persuasion tactics in auditor–client negotiations," Accounting, Organizations and Society, Elsevier, vol. 36(8), pages 534-547.
    14. Berea Cristi, 2018. "Negotiation Analysis. The Context," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(1), pages 284-288, July.
    15. Sujin Lee, 2005. "Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation: The Role of Interdependent Self-Construal in Judgment Timing," Group Decision and Negotiation, Springer, vol. 14(1), pages 43-62, January.
    16. Roger Volkema & Ilias Kapoutsis & Ana Bon & José Ricardo Almeida, 2016. "The Influence of Power and Individualism-Collectivism on Negotiation Initiation," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 20(6), pages 673-692.
    17. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    18. Raphael Schoen, 2021. "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research," Management Review Quarterly, Springer, vol. 71(2), pages 393-432, April.
    19. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
    20. Taras, Vas & Baack, Daniel & Caprar, Dan & Dow, Douglas & Froese, Fabian & Jimenez, Alfredo & Magnusson, Peter, 2019. "Diverse effects of diversity: Disaggregating effects of diversity in global virtual teams," Journal of International Management, Elsevier, vol. 25(4).
    21. Shira Mor & Claudia Toma & Martin Schweinsberg & Daniel DR Ames, 2015. "Intercultural Judgment Accuracy and the Role of Social Projection Processes," Working Papers CEB 15-029, ULB -- Universite Libre de Bruxelles.
    22. Semerad Alexander Nikolaj, 2015. "Cultural Issues In Negotiations Between An American Manager And An Arab Counterpart," CRIS - Bulletin of the Centre for Research and Interdisciplinary Study, Sciendo, vol. 2015(1), pages 73-82, January.
    23. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.

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