The importance of who you meet: effects of self-versus other-concerns among negotiators in the United States, the People's Republic of China, and Japan

Article Abstract:

Intracultural negotiation within three different cultures-the United States, the People's Republic of China, and Japan is examined. It is determined that the positive effect on final individual profit of having a higher aspiration than one's opponents would be stronger among negotiators with an egoistic social motive orientation.

China, Japan, Multiculturalism

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Dynamic valuation: preference changes in the context of face-to-face negotiation

Article Abstract:

The dynamics of preference change in the context of face-to-face negotiation is examined. Two classic theories in social psychology- dissonance theory and reactance theory, which offers predictions about the types of preference changes expected to occur when negotiators exchange offers, is considered.

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Diverse groups and information sharing: the effects of congruent ties

Article Abstract:

The effect of congruence between social and knowledge ties on performance in diverse groups was investigated. Experiments were conducted to explore the effects of congruence on information sharing and group performance.

Management dynamics, Management, Influence, Company business management, Information management, Social groups, Information accessibility

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