IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v17y2008i1d10.1007_s10726-007-9088-4.html
   My bibliography  Save this article

Effects of warm-heartedness and reward distribution on negotiation

Author

Listed:
  • Nancy Chen Yifeng

    (Lingnan University)

  • Dean Tjosvold

    (Lingnan University)

  • Wu Peiguan

    (Sun Yat-Seng University)

Abstract

Research is needed to identify the conditions and dynamics by which foreign managers and local employees can negotiate their differences integratively. In an experiment with 120 participants in South China, employees with foreign managers who communicated warm-heartedness, compared to indifference, indicated that they had cooperative goals, a quality relationship, were confident in future collaboration, and concluded that their manager was an effective leader. Employees with foreign managers who structured mutual rather than independent or comparative rewards found their manager’s ideas reasonable and integrated them into their decisions. Results, especially if they can be replicated in field settings, suggest how foreign managers can negotiate effectively and develop their relationships with Chinese employees.

Suggested Citation

  • Nancy Chen Yifeng & Dean Tjosvold & Wu Peiguan, 2008. "Effects of warm-heartedness and reward distribution on negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 79-96, January.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9088-4
    DOI: 10.1007/s10726-007-9088-4
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-007-9088-4
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-007-9088-4?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. David K Tse & June Francis & Jan Walls, 1994. "Cultural Differences in Conducting Intra- and Inter-Cultural Negotiations: A Sino-Canadian Comparison," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 25(3), pages 537-555, September.
    2. Xiao-Ping Chen & Chao C. Chen, 2004. "On the Intricacies of the Chinese Guanxi: A Process Model of Guanxi Development," Asia Pacific Journal of Management, Springer, vol. 21(3), pages 305-324, September.
    3. Hui, Chun & Law, Kenneth S. & Chen, Zhen Xiong, 1999. "A Structural Equation Model of the Effects of Negative Affectivity, Leader-Member Exchange, and Perceived Job Mobility on In-role and Extra-role Performance: A Chinese Case," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 3-21, January.
    4. Cohen-Charash, Yochi & Spector, Paul E., 2001. "The Role of Justice in Organizations: A Meta-Analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 86(2), pages 278-321, November.
    5. Alper, Steve & Tjosvold, Dean & Law, Kenneth S., 1998. "Interdependence and Controversy in Group Decision Making: Antecedents to Effective Self-Managing Teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 74(1), pages 33-52, April.
    6. Catherine H Tinsley & Madan M Pillutla, 1998. "Negotiating in the United States and Hong Kong," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(4), pages 711-727, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    2. Chuah, Swee-Hoon & Hoffmann, Robert & Larner, Jeremy, 2014. "Chinese values and negotiation behaviour: A bargaining experiment," International Business Review, Elsevier, vol. 23(6), pages 1203-1211.
    3. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    4. Oo, Pyayt P. & Creek, Steven A. & Sheppard, Leah D., 2022. "Perceived warmth and competence in crowdfunding: Which matters more and for whom?," Journal of Business Venturing Insights, Elsevier, vol. 17(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dean Tjosvold & Ann Peng & Yi Chen & Fang Su, 2008. "Business and government interdependence in China: Cooperative goals to develop industries and the marketplace," Asia Pacific Journal of Management, Springer, vol. 25(2), pages 225-249, June.
    2. Nancy Chen & Dean Tjosvold, 2007. "Guanxi and leader member relationships between American managers and Chinese employees: open-minded dialogue as mediator," Asia Pacific Journal of Management, Springer, vol. 24(2), pages 171-189, June.
    3. Robin Snell & Dean Tjosvold & Sofia Fang, 2006. "Resolving ethical conflicts at workthrough cooperative goals and constructive controversy in the People's Republic of China," Asia Pacific Journal of Management, Springer, vol. 23(3), pages 319-343, September.
    4. Dan Nie & Anna-Maija Lämsä, 2015. "The Leader–Member Exchange Theory in the Chinese Context and the Ethical Challenge of Guanxi," Journal of Business Ethics, Springer, vol. 128(4), pages 851-861, June.
    5. Dean Tjosvold & Nancy Yifeng Chen & Xu Huang & Da Xu, 2014. "Developing Cooperative Teams to Support Individual Performance and Well-Being in a Call Center in China," Group Decision and Negotiation, Springer, vol. 23(2), pages 325-348, March.
    6. Yuntao Bai & Peter Li & Youmin Xi, 2012. "The distinctive effects of dual-level leadership behaviors on employees’ trust in leadership: An empirical study from China," Asia Pacific Journal of Management, Springer, vol. 29(2), pages 213-237, June.
    7. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    8. Jar-Der Luo & Meng-Yu Cheng & Tian Zhang, 2016. "Guanxi circle and organizational citizenship behavior: Context of a Chinese workplace," Asia Pacific Journal of Management, Springer, vol. 33(3), pages 649-671, September.
    9. Mehrdad Estiri & Nader Seyyed Amiri & Datis Khajeheian & Hamzeh Rayej, 2018. "Leader-member exchange and organizational citizenship behavior in hospitality industry: a study on effect of gender," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 8(3), pages 267-284, September.
    10. Alfred Wong & Dean Tjosvold, 2006. "Collectivist values for learning in organizational relationships in China: the role of trust and vertical coordination," Asia Pacific Journal of Management, Springer, vol. 23(3), pages 299-317, September.
    11. Raphael Schoen, 2021. "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research," Management Review Quarterly, Springer, vol. 71(2), pages 393-432, April.
    12. Kenneth Law & Hui Wang & Chun Hui, 2010. "Currencies of exchange and global LMX: How they affect employee task performance and extra-role performance," Asia Pacific Journal of Management, Springer, vol. 27(4), pages 625-646, December.
    13. Chen, Yi Feng & Tjosvold, Dean, 2005. "Cross-cultural leadership: Goal interdependence and leader-member relations in foreign ventures in China," Journal of International Management, Elsevier, vol. 11(3), pages 417-439, September.
    14. Dean Tjosvold & Ann Chunyan Peng & Nancy Yifeng Chen & Sofia Su Fang, 2013. "Individual Decision-Making in Organizations: Contribution of Uncertainty and Controversy in China," Group Decision and Negotiation, Springer, vol. 22(4), pages 801-821, July.
    15. Dean Tjosvold & Kenneth S. Law & Haifa F. Sun, 2003. "Collectivistic and Individualistic Values: Their Effects on Group Dynamics and Productivity in China," Group Decision and Negotiation, Springer, vol. 12(3), pages 243-263, May.
    16. Chenot, David & Boutakidis, Ioakim & Benton, Amy D., 2014. "Equity and fairness perceptions in the child welfare workforce," Children and Youth Services Review, Elsevier, vol. 44(C), pages 400-406.
    17. Visschers, Vivianne H.M. & Siegrist, Michael, 2012. "Fair play in energy policy decisions: Procedural fairness, outcome fairness and acceptance of the decision to rebuild nuclear power plants," Energy Policy, Elsevier, vol. 46(C), pages 292-300.
    18. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    19. Amy R. Ward & Mor Armony, 2013. "Blind Fair Routing in Large-Scale Service Systems with Heterogeneous Customers and Servers," Operations Research, INFORMS, vol. 61(1), pages 228-243, February.
    20. Amar Fall & Fatéma Safy-Godineau & David Carassus, 2018. "Perceptions de justice organisationnelle dans les collectivités locales : quels impacts sur le bien-être psychologique au travail et sur l’intention de quitter des agents ?," Post-Print hal-02142237, HAL.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9088-4. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.