DocumentCode :
264249
Title :
Perception Formation in Global Negotiations: The Role of Culture and Sacred Value
Author :
Semnani-Azad, Zhaleh ; Coman, Alin ; Sycara, Katia ; Lewis, Marlon
Author_Institution :
Psychol., Univ. of Waterloo, Waterloo, ON, Canada
fYear :
2014
fDate :
6-9 Jan. 2014
Firstpage :
260
Lastpage :
268
Abstract :
We examine how sacred values, or fundamental beliefs that reflect moral norms, and national culture interact to influence perceptions in cross-cultural negotiation. Perceptions formed toward a negotiator can subsequently affect decision-making, cooperative behavior, outcomes and reputations. Caucasian-American and South Asian-Indian observers viewed an intercultural negotiation with a negative, distributive outcome and rated their perception of a culturally in-group (same culture) versus culturally out-group (different culture) negotiator. Prior to viewing the negotiation, we manipulated observer and negotiator congruency of sacred values via deontological versus instrumental reasoning styles. The results illustrate a "black sheep effect," where observers perceived the cultural in-group negotiator negatively, only when they shared similar sacred values but not when those values were different. In contrast, sacred value congruence did not matter when observers rated the cultural out-group negotiator. Instead, observers\´ perceptions were heavily influenced by the negotiator\´s values.
Keywords :
cultural aspects; decision making; Caucasian-American observers; South Asian-Indian observers; cooperative behavior; cross-cultural negotiation; decision making; global negotiations; intercultural negotiation; national culture; perception formation; sacred value; Cognition; Cultural differences; Decision making; Educational institutions; Ethics; Instruments; Observers; Culture; Negotiation; Sacred Value;
fLanguage :
English
Publisher :
ieee
Conference_Titel :
System Sciences (HICSS), 2014 47th Hawaii International Conference on
Conference_Location :
Waikoloa, HI
Type :
conf
DOI :
10.1109/HICSS.2014.41
Filename :
6758636
Link To Document :
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