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Cross-Cultural Negotiations and the Impact of Culture in a Western-Asian Context

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Managing Social Robotics and Socio-cultural Business Norms

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Abstract

Building on Gelfand and Dyer’s dynamic and psychological model of culture and negotiation, this chapter sheds light on the complexity of cross-cultural negotiations by investigating the role of perceived overconfidence bias on negotiation outcomes in a Western-Asian negotiation setting. Drawing on 12 in-depth interviews with Western negotiators, it was found that overconfident Western negotiators who perceived their Asian counterparts as being overconfident engage in short-term win-lose strategies, while non-overconfident Western negotiators do not perceive their counterpart as overconfident and engage in win–win strategies.

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Author information

Authors and Affiliations

  1. University of St. Gallen, St. Gallen, Switzerland

    Anne-Sophie Bacouel

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  1. Anne-Sophie Bacouel
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Correspondence to Anne-Sophie Bacouel .

Editor information

Editors and Affiliations

  1. University of the District of Columbia, Washington, DC, USA

    Anshu Saxena Arora

  2. ISC Paris Business School, Paris, France

    Sabine Jentjens

  3. University of the District of Columbia, Washington, DC, USA

    Amit Arora

  4. Scheller College of Business, Georgia Institute of Technology, Atlanta, GA, USA

    John R. McIntyre

  5. University of the District of Columbia, Washington, DC, USA

    Mohamad Sepehri

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Bacouel, AS. (2022). Cross-Cultural Negotiations and the Impact of Culture in a Western-Asian Context. In: Arora, A.S., Jentjens, S., Arora, A., McIntyre, J.R., Sepehri, M. (eds) Managing Social Robotics and Socio-cultural Business Norms. International Marketing and Management Research. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-031-04867-8_9

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