Hong Kong versus US negotiations: Effects of culture, alternatives, outcome scales, and mediation

被引:12
作者
Arunachalam, V
Wall, JA
Chan, C
机构
[1] Univ Missouri, Sch Accountancy, Columbia, MO 65211 USA
[2] Macquarie Univ, Sydney, NSW 2109, Australia
关键词
D O I
10.1111/j.1559-1816.1998.tb01675.x
中图分类号
B84 [心理学];
学科分类号
04 [教育学]; 0402 [心理学];
摘要
This study investigates the effects of culture, BATNA (best alternative to a negotiated agreement), outcome scales, and mediation on negotiation outcomes. Six hundred three subjects from 2 countries (288 from Hong Kong and 315 from the United States) participated in 2-party negotiations that were either mediated or observed by a third party. In these negotiations, the Hong Kong negotiators obtained higher joint outcomes than did their U.S. counterparts. Also, in both Hong Kong and the United States, negotiators with a high BATNA obtained larger individual outcomes than did those with a low BATNA. Finally, mediation resulted in higher joint outcomes than did no mediation and had a stronger effect in U.S. (vs. Hong Kong) negotiations.
引用
收藏
页码:1219 / 1244
页数:26
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