Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures
Autor(a) principal: | |
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Data de Publicação: | 2018 |
Tipo de documento: | Dissertação |
Idioma: | eng |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | http://hdl.handle.net/10071/18674 |
Resumo: | So far, there is evidence in the literature that individualism seems to be naturally associated with the perspective that negotiation is about distributing resources and collectivism is associated with the perspective that negotiation is about relationships first and then about resources distribution. Nonetheless, little is known about the different influences that social context variables such as perceived interdependence may have on individuals’ approach to negotiation depending on their adherence to individualist vs. collectivist culture. For that reason, this dissertation intends to address the influence of the perception of positive interdependence on the conflict resolution style adopted by individuals varying on the individualistic-collectivistic dimension, and whether negotiating with ingroup or outgroup members would differ in that regard. A scenario experiment (N = 212) measured negotiation behavior and style after manipulating culture salience, interdependence and group membership of the negotiation partner. We expected that the salience of the negotiator’s individualistic culture should amplify the positive effect of interdependence on integrative as compared to distributive negotiation behavior. Moreover, the salience of the negotiator’s collectivistic culture should increase attention to group belonging, which in turn should moderate the effect of interdependence, leading to more integrative as compared to distributive behavior in negotiation with ingroup members than in negotiation with outgroup members. Our analyses provided mixed results for the moderating effect of the salience of the negotiator culture and group membership of the negotiation partner. We concluded that, although our hypotheses were not strongly supported, there is a tendency pointing in that direction. |
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Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic culturesNegotiationConflito -- ConflictCultura -- CultureInterdependenceNegociaçãoResolução de conflitosSo far, there is evidence in the literature that individualism seems to be naturally associated with the perspective that negotiation is about distributing resources and collectivism is associated with the perspective that negotiation is about relationships first and then about resources distribution. Nonetheless, little is known about the different influences that social context variables such as perceived interdependence may have on individuals’ approach to negotiation depending on their adherence to individualist vs. collectivist culture. For that reason, this dissertation intends to address the influence of the perception of positive interdependence on the conflict resolution style adopted by individuals varying on the individualistic-collectivistic dimension, and whether negotiating with ingroup or outgroup members would differ in that regard. A scenario experiment (N = 212) measured negotiation behavior and style after manipulating culture salience, interdependence and group membership of the negotiation partner. We expected that the salience of the negotiator’s individualistic culture should amplify the positive effect of interdependence on integrative as compared to distributive negotiation behavior. Moreover, the salience of the negotiator’s collectivistic culture should increase attention to group belonging, which in turn should moderate the effect of interdependence, leading to more integrative as compared to distributive behavior in negotiation with ingroup members than in negotiation with outgroup members. Our analyses provided mixed results for the moderating effect of the salience of the negotiator culture and group membership of the negotiation partner. We concluded that, although our hypotheses were not strongly supported, there is a tendency pointing in that direction.Até então, evidencias na literatura apontam que o individualismo está naturalmente associado com a perspetiva de que a negociação é sobre distribuir recursos, enquanto que o coletivismo está associado à perspetiva de que a negociação é em primeira instância sobre as relações e apenas posteriormente sobre a distribuição de recursos. Mesmo assim, pouco se sabe sobre a influência que variáveis do contexto social, como a perceção de interdependência positiva, podem ter na abordagem dos indivíduos à negociação, dependendo da sua aderência à cultura individualista vs. coletivista. Esta dissertação pretende assim, abordar a influencia da perceção de interdependência no estilo de resolução de conflitos adotado pelos indivíduos, variando na dimensão individualismo-coletivismo, e se o facto de estarem a negociar com membros do endo- ou do exogrupo os fará diferir nesse sentido. Um cenário experimental (N = 212) mediu o comportamento e estilo de negociação depois de manipular a saliência da cultura, a interdependência e a grupo a que pertencia o parceiro de negociação. Esperávamos que a saliência da cultura individualista do negociador amplificasse o efeito positivo da interdependência no comportamento integrativo em comparação com o comportamento de negociação distributivo. Além disso, a saliência da cultura coletivista do negociador deveria aumentar a atenção à pertença grupal, que por sua vez deveria moderar o efeito da interdependência, levando a um comportamento mais integrativo em comparação ao comportamento distributivo na negociação com o endogrupo do que na negociação com o exogrupo. As nossas análises forneceram resultados mistos para o efeito moderador da saliência da cultura do negociador e o grupo a que pertencia o parceiro de negociação. Concluímos que, embora as nossas hipóteses não tenham sido fortemente apoiadas, há uma tendência apontando nessa direção.2019-09-17T13:14:13Z2018-12-12T00:00:00Z2018-12-122018-10info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfapplication/octet-streamhttp://hdl.handle.net/10071/18674TID:202126617engRamos, Cristina Fabíola Silvainfo:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-11-09T17:58:35Zoai:repositorio.iscte-iul.pt:10071/18674Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T22:30:31.263403Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse |
dc.title.none.fl_str_mv |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
title |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
spellingShingle |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures Ramos, Cristina Fabíola Silva Negotiation Conflito -- Conflict Cultura -- Culture Interdependence Negociação Resolução de conflitos |
title_short |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
title_full |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
title_fullStr |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
title_full_unstemmed |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
title_sort |
Interdependence, the negotiation changer: Impact of the perception of interdependence in negotiation styles in individualistic vs collectivistic cultures |
author |
Ramos, Cristina Fabíola Silva |
author_facet |
Ramos, Cristina Fabíola Silva |
author_role |
author |
dc.contributor.author.fl_str_mv |
Ramos, Cristina Fabíola Silva |
dc.subject.por.fl_str_mv |
Negotiation Conflito -- Conflict Cultura -- Culture Interdependence Negociação Resolução de conflitos |
topic |
Negotiation Conflito -- Conflict Cultura -- Culture Interdependence Negociação Resolução de conflitos |
description |
So far, there is evidence in the literature that individualism seems to be naturally associated with the perspective that negotiation is about distributing resources and collectivism is associated with the perspective that negotiation is about relationships first and then about resources distribution. Nonetheless, little is known about the different influences that social context variables such as perceived interdependence may have on individuals’ approach to negotiation depending on their adherence to individualist vs. collectivist culture. For that reason, this dissertation intends to address the influence of the perception of positive interdependence on the conflict resolution style adopted by individuals varying on the individualistic-collectivistic dimension, and whether negotiating with ingroup or outgroup members would differ in that regard. A scenario experiment (N = 212) measured negotiation behavior and style after manipulating culture salience, interdependence and group membership of the negotiation partner. We expected that the salience of the negotiator’s individualistic culture should amplify the positive effect of interdependence on integrative as compared to distributive negotiation behavior. Moreover, the salience of the negotiator’s collectivistic culture should increase attention to group belonging, which in turn should moderate the effect of interdependence, leading to more integrative as compared to distributive behavior in negotiation with ingroup members than in negotiation with outgroup members. Our analyses provided mixed results for the moderating effect of the salience of the negotiator culture and group membership of the negotiation partner. We concluded that, although our hypotheses were not strongly supported, there is a tendency pointing in that direction. |
publishDate |
2018 |
dc.date.none.fl_str_mv |
2018-12-12T00:00:00Z 2018-12-12 2018-10 2019-09-17T13:14:13Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/masterThesis |
format |
masterThesis |
status_str |
publishedVersion |
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http://hdl.handle.net/10071/18674 TID:202126617 |
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TID:202126617 |
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eng |
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eng |
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openAccess |
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