Negotiation beliefs: Comparing Americans and the Chinese |
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| Institution: | 1. Guanghua School of Management, Peking University, Beijing, 100871, China;2. Robinson College of Business, Georgia State University, United States;3. Guanghua School of Management, Peking University, Beijing, 100871, China;1. Strategic Management Area, Indian Institute of Management Indore, Prabandh Shikhar, Rau - Pithampur Rd, Indore, Madhya Pradesh 453556, India;2. Leeds University Business School, Maurice Keyworth Building, University of Leeds, Leeds, LS2 9JT, UK;3. BO 1.16, 10 Chittaway Road, University of Newcastle, Central Coast Campus, Ourimbah, NSW 2258, Australia;4. Seven Stars Tower, 6th Floor, 603a, University of Nicosia, Cyprus;1. School of Management, Zhejiang University, Hangzhou, 310058, China;2. Cardiff University Business School, Aberconway Building, Colum Drive, Cardiff, CF10 3EU, United Kingdom;3. Leeds University Business School, Maurice Keyworth Building, University of Leeds, Leeds, West Yorkshire, LS2 9JT, United Kingdom;1. Cardiff Business School, Cardiff University, UK;2. DAN Department of Management and Organizational Studies, The University of Western Ontario, Canada;3. Management School, University of Sheffield, UK;4. School of Management, University of St Andrews, The Gateway, North Haugh, St Andrews, Fife, KY16 9RJ Scotland, UK;1. Gulf University for Science and Technology, College of Business, Mishref, Kuwait;2. University of Bradford, School of Management Bright Building, Bradford, BD7 1SR, United Kingdom;3. University of Birmingham, Business School, University House, 116 Edgbaston Park Rd, Birmingham, B15 2TY, United Kingdom;4. Public Services Company, Kuwait;5. Majan College University, Oman;1. Centre for International Business Studies, School of Business, Economics and Law, University of Gothenburg, Sweden;2. Department of Business Studies, University of Uppsala, Sweden;1. Texas A&M University, Dept. of Management, TAMU 4221, College Station, TX, 77843-4221, United States;2. Penn State University - Great Valley, School of Graduate Professional Studies, Malvern, PA 19355, United States;3. The University Of Texas - San Antonio, One Utsa Circle, San Antonio, TX 78249, United States;4. Penn State University – Berks, Reading, PA 19610, United States |
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| Abstract: | We address the micro foundations of international business research by examining negotiation beliefs as a parsimonious guide for international business negotiators. We conceptualise the construct of ‘negotiation beliefs’ as a negotiator’s cognition about the nature of negotiation and effective negotiation strategies. We integrate the negotiation literature and empirically investigate the differences and similarities in the negotiation beliefs of Americans and the Chinese. Across two studies, we conduct a conceptual analysis of negotiation beliefs and develop measures for the culturally similar and culturally different factors of the negotiation beliefs of Chinese and American negotiators. We find that negotiation beliefs can predict negotiation outcomes. Our findings indicate that Americans and the Chinese share negotiation beliefs about cooperation and competition. They also understand negotiation using culturally different factors, namely hierarchy and relationship for the Chinese and economic interest and confrontation for the Americans. We further discuss the theoretical and practical implications for international negotiations, particularly regarding disputes between the US and China. |
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| Keywords: | Negotiation beliefs International business Cross-cultural research Americans Chinese |
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