Cultural effects on relationality in negotiations: an experimental study

Junjun Cheng; Yimin Huang; Yong Su

doi:10.5465/AMBPP.2016.15567abstract

Abstract

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 language	English
Article number	15567
Journal	Academy of Management. Proceedings
Volume	2016
Issue number	1
DOIs	https://doi.org/10.5465/AMBPP.2016.15567abstract
Publication status	Published - Jan 2016
Event	Annual Meeting of the Academy of Management (76th : 2016): Making organizations meaningful - Anaheim, United States Duration: 5 Aug 2016 → 9 Aug 2016 Conference number: 76th

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title = "Cultural effects on relationality in negotiations: an experimental study",

abstract = "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.",

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N2 - 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.

AB - 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.

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