The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation
| Autor: | Seung-Yoon Rhee, Donghee Han, Hyewon Park |
|---|---|
| Jazyk: | angličtina |
| Rok vydání: | 2021 |
| Předmět: |
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Geography Planning and Development lcsh:TJ807-830 lcsh:Renewable energy sources Management Monitoring Policy and Law Affect (psychology) 050105 experimental psychology Power (social and political) regulatory focus Cultural diversity 0502 economics and business emotion recognition 0501 psychology and cognitive sciences lcsh:Environmental sciences media_common lcsh:GE1-350 Renewable Energy Sustainability and the Environment lcsh:Environmental effects of industries and plants 05 social sciences Perspective (graphical) Regulatory focus theory Cognition Negotiation lcsh:TD194-195 cross-cultural negotiation Cultural bias Psychology 050203 business & management Cognitive psychology |
| Zdroj: | Sustainability, Vol 13, Iss 2659, p 2659 (2021) Sustainability Volume 13 Issue 5 |
| ISSN: | 2071-1050 |
| Popis: | Prior research on cross-cultural negotiation has emphasized the cognitive and the behavioral elements. This study takes a different perspective and presents a motivation–emotion model of cross-cultural negotiation. We propose that the cultural differences in chronic regulatory focus will lead to cultural biases in emotion recognition, which in turn will affect negotiation behaviors. People are inclined to perceive and behave in ways that enhance regulatory fit. Westerners and East Asians, who each have different chronic regulatory focus, are likely to interpret the negotiation situation differently in order to increase their regulatory fit. Specifically, this study proposes that when the emotion of the opponent is ambiguous, people from different cultural backgrounds may show cultural biases in emotion recognition, concentrating on the emotion that fits their chronic regulatory focus. Drawing on the Emotion as Social Information (EASI) model, this study discusses how these cultural biases in emotion recognition can affect people’s negotiation behaviors. Finally, some possible moderators of the motivation–emotion model including power and emotion recognition accuracy are suggested to promote sustainable practices in cross-cultural negotiation. |
| Databáze: | OpenAIRE |
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