Understanding cross-cultural negotiation : A model integrating affective events theory and communication accommodation theory

White, Mona and Hartel, Charmine 2002, Understanding cross-cultural negotiation : A model integrating affective events theory and communication accommodation theory, in Conference program and paper abstracts of the third Emotions and Organizational Life Conference, University of Queensland, Brisbane, Qld..

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Title Understanding cross-cultural negotiation : A model integrating affective events theory and communication accommodation theory
Author(s) White, Mona
Hartel, Charmine
Conference name Emotions and Organizational Life Conference (3rd : 2002 : Gold Coast, Australia)
Conference location Gold Coast, Australia
Conference dates 14-16 July 2002
Title of proceedings Conference program and paper abstracts of the third Emotions and Organizational Life Conference
Editor(s) [Unknown]
Publication date 2002
Conference series Emotions and Organizational Life Conference
Publisher University of Queensland
Place of publication Brisbane, Qld.
Summary Business interactions are increasingly crossing boundaries. Boundary crossing is a process of joining or parting people. Negotiation is the media of this process. This paper is an attempt to bridge the boundaries of strategic business negotiation, communication and emotion in a cross-cultural context. In particular, we argue that miscommunications are ‘boundary crossing mishaps’. Such mishaps are affected by negotiators’ understanding of the respective cultures of the parties, negotiation skill, affective cultural background of the parties, cultural differences, emotional awareness and regulation, negative affect and discrepancy in convergence divergence between the interactants. When too many of these hassles or mishaps occur, negotiation breaks down. In this way, it is the accumulation of many little things, many little misunderstandings, that break negotiation.
Notes (Awarded the Best Paper Award)
Language eng
Field of Research 150502 Marketing Communications
Socio Economic Objective 970115 Expanding Knowledge in Commerce, Management, Tourism and Services
HERDC Research category E1.1 Full written paper - refereed
Persistent URL http://hdl.handle.net/10536/DRO/DU:30021018

Document type: Conference Paper
Collection: School of Management and Marketing
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