Hidden influences in international negotiations: The interactive role of insecure cultural attachment, risk perception, and risk regulation for sellers versus buyers

Cited 0 time in webofscience Cited 0 time in scopus
  • Hit : 101
  • Download : 0
This research examines the previously unstudied role of cultural attachment in international negotiations. Specifically focusing on the fearful attachment style, this article reveals the intricate interaction of cultural attachment, risk perception, and risk regulation on negotiators' ability to claim value in international negotiation. Supporting our theorizing based on cultural attachment and prospect theory, findings show that risk-averse sellers with fearful attachment to their national culture perceive greater risk and in turn are more motivated to regulate risk through relationship-building with their counterpart (Study 1). Moreover, these individuals achieve lower economic gains when they regulate relational risk by making fewer threats to walk away (Study 2). We discuss the implications and the importance of understanding one's attachment to own national culture as its interplay with role and risk mechanisms impacts effectiveness in international negotiations.
Publisher
WILEY
Issue Date
2019-03
Language
English
Article Type
Article
Citation

THUNDERBIRD INTERNATIONAL BUSINESS REVIEW, v.61, no.2, pp.339 - 352

ISSN
1096-4762
DOI
10.1002/tie.21981
URI
http://hdl.handle.net/10203/251476
Appears in Collection
MG-Journal Papers(저널논문)
Files in This Item
There are no files associated with this item.

qr_code

  • mendeley

    citeulike


rss_1.0 rss_2.0 atom_1.0