When Cultures Clash Electronically: The Impact of Email and Social Norms on Negotiation Behavior and Outcomes

Journal Article (Journal Article)

This research examines the extent to which the email medium exacerbates the aggressiveness of opening offers made by negotiators from two distinct cultures. Hypotheses derived from negotiation, communication, and culture research predict that Hong Kong Chinese negotiators using email would exhibit a reactance effect and consequently engage in more aggressive opening offers and claim higher distributive outcomes than similar negotiators in the United States. Study 1 examines intercultural email negotiations and results indicate that Hong Kong Chinese negotiators made more aggressive opening offers and attained higher distributive outcomes than their U.S. counterparts. Study 2 results replicate Study 1 findings in an intracultural negotiation setting and also show favorable outcomes for Hong Kong email negotiators when compared to both Hong Kong and U.S. face-to-face negotiators. Overall, the findings suggest that Hong Kong Chinese and U.S. negotiators vary substantially in how they negotiate via email and face to face, which results in differences in distributive outcomes. © The Author(s) 2012.

Full Text

Duke Authors

Cited Authors

  • Rosette, AS; Brett, JM; Barsness, Z; Lytle, AL

Published Date

  • May 1, 2012

Published In

Volume / Issue

  • 43 / 4

Start / End Page

  • 628 - 643

Electronic International Standard Serial Number (EISSN)

  • 1552-5422

International Standard Serial Number (ISSN)

  • 0022-0221

Digital Object Identifier (DOI)

  • 10.1177/0022022111407190

Citation Source

  • Scopus