Paying a Price

Culture, Trust, and Negotiation Consequences

Brian C. Gunia, Jeanne M. Brett, Amit K. Nandkeolyar, Dishan Kamdar

Research output: Contribution to journalArticle

Abstract

Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their counterparts less than American negotiators. Study 2 (a negotiation simulation) linked American and Indian negotiators' self-reported trust and strategy to their insight and joint gains. Study 3 replicated and extended Study 2 using independently coded negotiation strategy data, allowing for stronger causal inference. Overall, the strategy associated with Indian negotiators' reluctance to extend interpersonal (as opposed to institutional) trust produced relatively poor outcomes. Our data support an expanded theoretical model of negotiation, linking culture to trust, strategies, and outcomes.

Original languageEnglish (US)
Pages (from-to)774-789
Number of pages16
JournalJournal of Applied Psychology
Volume96
Issue number4
DOIs
StatePublished - Jul 2011
Externally publishedYes

Fingerprint

Negotiating
North American Indians
Theoretical Models
Joints

Keywords

  • Culture
  • Indian and U.S. negotiators
  • Negotiation strategy
  • Trust

ASJC Scopus subject areas

  • Applied Psychology

Cite this

Gunia, B. C., Brett, J. M., Nandkeolyar, A. K., & Kamdar, D. (2011). Paying a Price: Culture, Trust, and Negotiation Consequences. Journal of Applied Psychology, 96(4), 774-789. https://doi.org/10.1037/a0021986

Paying a Price : Culture, Trust, and Negotiation Consequences. / Gunia, Brian C.; Brett, Jeanne M.; Nandkeolyar, Amit K.; Kamdar, Dishan.

In: Journal of Applied Psychology, Vol. 96, No. 4, 07.2011, p. 774-789.

Research output: Contribution to journalArticle

Gunia, BC, Brett, JM, Nandkeolyar, AK & Kamdar, D 2011, 'Paying a Price: Culture, Trust, and Negotiation Consequences', Journal of Applied Psychology, vol. 96, no. 4, pp. 774-789. https://doi.org/10.1037/a0021986
Gunia, Brian C. ; Brett, Jeanne M. ; Nandkeolyar, Amit K. ; Kamdar, Dishan. / Paying a Price : Culture, Trust, and Negotiation Consequences. In: Journal of Applied Psychology. 2011 ; Vol. 96, No. 4. pp. 774-789.
@article{c744140dedb144dfb1bd1444fd3667f6,
title = "Paying a Price: Culture, Trust, and Negotiation Consequences",
abstract = "Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their counterparts less than American negotiators. Study 2 (a negotiation simulation) linked American and Indian negotiators' self-reported trust and strategy to their insight and joint gains. Study 3 replicated and extended Study 2 using independently coded negotiation strategy data, allowing for stronger causal inference. Overall, the strategy associated with Indian negotiators' reluctance to extend interpersonal (as opposed to institutional) trust produced relatively poor outcomes. Our data support an expanded theoretical model of negotiation, linking culture to trust, strategies, and outcomes.",
keywords = "Culture, Indian and U.S. negotiators, Negotiation strategy, Trust",
author = "Gunia, {Brian C.} and Brett, {Jeanne M.} and Nandkeolyar, {Amit K.} and Dishan Kamdar",
year = "2011",
month = "7",
doi = "10.1037/a0021986",
language = "English (US)",
volume = "96",
pages = "774--789",
journal = "Journal of Applied Psychology",
issn = "0021-9010",
publisher = "American Psychological Association Inc.",
number = "4",

}

TY - JOUR

T1 - Paying a Price

T2 - Culture, Trust, and Negotiation Consequences

AU - Gunia, Brian C.

AU - Brett, Jeanne M.

AU - Nandkeolyar, Amit K.

AU - Kamdar, Dishan

PY - 2011/7

Y1 - 2011/7

N2 - Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their counterparts less than American negotiators. Study 2 (a negotiation simulation) linked American and Indian negotiators' self-reported trust and strategy to their insight and joint gains. Study 3 replicated and extended Study 2 using independently coded negotiation strategy data, allowing for stronger causal inference. Overall, the strategy associated with Indian negotiators' reluctance to extend interpersonal (as opposed to institutional) trust produced relatively poor outcomes. Our data support an expanded theoretical model of negotiation, linking culture to trust, strategies, and outcomes.

AB - Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their counterparts less than American negotiators. Study 2 (a negotiation simulation) linked American and Indian negotiators' self-reported trust and strategy to their insight and joint gains. Study 3 replicated and extended Study 2 using independently coded negotiation strategy data, allowing for stronger causal inference. Overall, the strategy associated with Indian negotiators' reluctance to extend interpersonal (as opposed to institutional) trust produced relatively poor outcomes. Our data support an expanded theoretical model of negotiation, linking culture to trust, strategies, and outcomes.

KW - Culture

KW - Indian and U.S. negotiators

KW - Negotiation strategy

KW - Trust

UR - http://www.scopus.com/inward/record.url?scp=79960531166&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=79960531166&partnerID=8YFLogxK

U2 - 10.1037/a0021986

DO - 10.1037/a0021986

M3 - Article

VL - 96

SP - 774

EP - 789

JO - Journal of Applied Psychology

JF - Journal of Applied Psychology

SN - 0021-9010

IS - 4

ER -