Cultural effects on relationality in negotiations: an experimental study

Junjun Cheng, Yimin Huang, Yong Su

Research output: Contribution to journalMeeting abstractpeer-review


This paper empirically examines the role of relationality in negotiations and how it varies in different cultural settings. Using a two-session buyer-seller negotiation simulation, this research shows that negotiators' relational self-construal (RSC) enhances their relational commitment to the on-going negotiations, which leads to a higher level of relational capital accumulated at the end of negotiations. The impact of RSC on relational commitment as well as the impact of relational commitment on counterparts' relational capital is stronger for negotiators with a high (as opposed to low) relational cultural background. At the dyadic level, intercultural context reduces the impact of relational commitment on relational capital when compared with intracultural context. The findings offer important theoretical and practical implications regarding how relationality, when interacting with cultural factors, functions in negotiations.
Original languageEnglish
Article number15567
JournalAcademy of Management. Proceedings
Issue number1
Publication statusPublished - Jan 2016
EventAnnual Meeting of the Academy of Management (76th : 2016): Making organizations meaningful - Anaheim, United States
Duration: 5 Aug 20169 Aug 2016
Conference number: 76th


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