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Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?
Negotiation and Conflict Management Research ( IF 1.263 ) Pub Date : 2019-03-06 , DOI: 10.1111/ncmr.12155
Jimena Ramirez Marin 1 , Mara Olekalns 2 , Wendi Adair 3
Affiliation  

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: (a) ideas provided by the think tank participants (full list on website), (b) state of the art research and (c) the authors’ perspectives. Our goal is to inspire young, as well as, established researchers to purse these research streams and increase our understanding about the influence of cultural norms.

中文翻译:

规范地说:文化规范会影响谈判,冲突管理和沟通吗?

本文阐述了有关交流,谈判和冲突管理中的文化规范的研究议程。我们的议程围绕有关谈判和冲突管理的五个问题进行组织,例如:文化和规范与个人的谈判倾向如何相关?或“松散/松散”规范如何解释谈判者对规范一致性和违反规范的反应?还有关于沟通的三个问题,例如:哪些个人和文化因素导致谈判者将沟通错误当作机会而不是障碍?还是在规范上以及什么形式的规范上存在文化差异?本论文基于三个支柱:(a)智囊团参与者提供的想法(网站上的完整列表),(b)最新技术研究,以及(c)作者的观点。
更新日期:2019-03-06
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