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Effects of warm-heartedness and reward distribution on negotiation

Author

Listed:
  • Nancy Chen Yifeng

    (Lingnan University)

  • Dean Tjosvold

    (Lingnan University)

  • Wu Peiguan

    (Sun Yat-Seng University)

Abstract

Research is needed to identify the conditions and dynamics by which foreign managers and local employees can negotiate their differences integratively. In an experiment with 120 participants in South China, employees with foreign managers who communicated warm-heartedness, compared to indifference, indicated that they had cooperative goals, a quality relationship, were confident in future collaboration, and concluded that their manager was an effective leader. Employees with foreign managers who structured mutual rather than independent or comparative rewards found their manager’s ideas reasonable and integrated them into their decisions. Results, especially if they can be replicated in field settings, suggest how foreign managers can negotiate effectively and develop their relationships with Chinese employees.

Suggested Citation

  • Nancy Chen Yifeng & Dean Tjosvold & Wu Peiguan, 2008. "Effects of warm-heartedness and reward distribution on negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 79-96, January.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9088-4
    DOI: 10.1007/s10726-007-9088-4
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    References listed on IDEAS

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    Cited by:

    1. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    2. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    3. Oo, Pyayt P. & Creek, Steven A. & Sheppard, Leah D., 2022. "Perceived warmth and competence in crowdfunding: Which matters more and for whom?," Journal of Business Venturing Insights, Elsevier, vol. 17(C).
    4. Chuah, Swee-Hoon & Hoffmann, Robert & Larner, Jeremy, 2014. "Chinese values and negotiation behaviour: A bargaining experiment," International Business Review, Elsevier, vol. 23(6), pages 1203-1211.

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