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Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation: The Role of Interdependent Self-Construal in Judgment Timing

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  • Sujin Lee

    (Cornell University)

Abstract

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 opponent’s 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.

Suggested Citation

  • Sujin Lee, 2005. "Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation: The Role of Interdependent Self-Construal in Judgment Timing," Group Decision and Negotiation, Springer, vol. 14(1), pages 43-62, January.
    • Handle: RePEc:spr:grdene:v:14:y:2005:i:1:d:10.1007_s10726-005-3875-6
    DOI: 10.1007/s10726-005-3875-6
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    References listed on IDEAS

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    1. Lee, Angela Y. & Aaker, Jennifer L. & Gardner, Wendi L., 2000. "The Pleasures and Pains of Distinct Self-Construals: The Role of Interdependence in Regulatory Focus," Research Papers 1577r, Stanford University, Graduate School of Business.
    2. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    3. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    4. Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March.
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    Cited by:

    1. Sujin Lee & Wendi L. Adair & Seong-Jee Seo, 2013. "Cultural Perspective Taking in Cross-Cultural Negotiation," Group Decision and Negotiation, Springer, vol. 22(3), pages 389-405, May.

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