Judgment of ingroups and outgroups in intra- and intercultural negotiation: The role of interdependent self-construal in judgment timing

Cited 12 time in webofscience Cited 0 time in scopus
  • Hit : 1154
  • Download : 112
Extending the common ingroup identity model (Gaertner et al. 1993, European Reveiw of Social Psycology, Vol. 4, pp. 1-26) and social categorization theory (Turner et al. 1987, Rediscovering the Social Group: A Self-Categorization Theory, Oxford: Basil Blackwell.), the current study investigates when superordinate categorization with an opponent occurs during intra- and intercultural integrative negotiation. I hypothesize that a high level of interdependent self-construal (Markus and Kitayama 1991, Psychological Review, 98, 224-253) is associated with early superordinate categorization with an opponent and favorable judgment of an opponents cultural group before negotiation takes place, whereas a low level of interdependent self-construal shows favorable judgment of an ingroup and outgroup after negotiation is closed. One hundred fourteen participants of the U.S. and the Republic of Korea completed a multi-issue negotiation simulation with integrative potential in either intracultural or intercultural dyads. Results support the hypotheses. I discuss theoretical and practical implications of the sensitivity of interdependent self-construal to social context and fluid boundaries of ingroups and outgroups, and the role of integrative negotiation in improving intergroup relations in globalizing and multicultural organizations and societies.
Publisher
SPRINGER
Issue Date
2005-01
Language
English
Article Type
Article; Proceedings Paper
Keywords

CULTURAL-DIFFERENCES; INTERGROUP RELATIONS; UNITED-STATES; CONSEQUENCES; DEMOGRAPHY; DIVERSITY; COGNITION; JAPANESE; NORMS; TIME

Citation

GROUP DECISION AND NEGOTIATION, v.14, no.1, pp.43 - 62

ISSN
0926-2644
DOI
10.1007/s10726-005-3875-6
URI
http://hdl.handle.net/10203/5061
Appears in Collection
MG-Journal Papers(저널논문)
Files in This Item
This item is cited by other documents in WoS
⊙ Detail Information in WoSⓡ Click to see webofscience_button
⊙ Cited 12 items in WoS Click to see citing articles in records_button

qr_code

  • mendeley

    citeulike


rss_1.0 rss_2.0 atom_1.0