Journal article

Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?

Jimena Ramirez Marin, Mara Olekalns, Wendi Adair

Negotiation and Conflict Management Research | Wiley | Published : 2019


This paper elaborates a research agenda on cultural norms in communication, negotiation, and conflict management. Our agenda is organized around five questions on negotiation and conflict management, for example: How do culture and norms relate to an individual's propensity to negotiate? Or How do tightness‐looseness norms explain negotiators’ reactions to norm conformity and norm violation? And three questions on communication, for example: What individual and cultural factors lead negotiators to use miscommunication as an opportunity rather than an obstacle? Or Are there cultural differences in whether and what forms of schmoozing are normative? The present paper is based on three pillars:..

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University of Melbourne Researchers


Funding Acknowledgements

The authors would like to thank the think tank participants for their contribution, as well as Jeanne Brett and Kristin Behfar for their comments on a previous version of this manuscript. The first author appreciates the support of the IESEG Center on Negotiation.