Cookies Policy
X

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.

I accept this policy

Find out more here

Descriptive Norms as Carriers of Culture in Negotiation1

No metrics data to plot.
The attempt to load metrics for this article has failed.
The attempt to plot a graph for these metrics has failed.
The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.

Access this article

+ Tax (if applicable)
Add to Favorites
You must be logged in to use this functionality

image of International Negotiation

Research on culture and negotiation is critical for expanding theories of negotiation beyond Western cultures and for helping people to manage their interdependence in a world of increasing global threats and opportunities. Despite progress of understanding cultural influences on negotiation, research is limited in that it portrays a static and decontextualized view of culture and ignores cultural dynamics. The almost exclusive focus on main effects of culture in negotiation has its roots in a subjectivist approach to culture which has prioritized the study of values, or trans-situational goals. In this article, we discuss the descriptive norms approach to culture and its promise for the study of culture and negotiation. A descriptive norms approach highlights the dynamics of culture in negotiation (i.e., the conditions under which culture effects become amplified, reduced, or even reversed), it identifies new empirical mediating mechanisms for cultural effects, and it sheds new light into understanding cultural competence in intercultural negotiations.

Affiliations: 1: Email: Mgelfand@psyc.umd.edu; 2: Kellogg School of Management, Northwestern University 2001 Sheridan Rd, Evanston, IL 60208 USA

10.1163/157180611X592914
/content/journals/10.1163/157180611x592914
dcterms_title,pub_keyword,dcterms_description,pub_author
6
3
Loading
Loading

Full text loading...

/content/journals/10.1163/157180611x592914
Loading

Data & Media loading...

http://brill.metastore.ingenta.com/content/journals/10.1163/157180611x592914
Loading

Article metrics loading...

/content/journals/10.1163/157180611x592914
2011-01-01
2016-12-09

Sign-in

Can't access your account?
  • Tools

  • Add to Favorites
  • Printable version
  • Email this page
  • Subscribe to ToC alert
  • Get permissions
  • Recommend to your library

    You must fill out fields marked with: *

    Librarian details
    Your details
    Why are you recommending this title?
    Select reason:
     
    International Negotiation — Recommend this title to your library
  • Export citations
  • Key

  • Full access
  • Open Access
  • Partial/No accessInformation