Embracing complexity: A review of negotiation research
In this review, we identify emerging trends in negotiation scholarship that embrace
complexity, finding moderators of effects that were initially described as monolithic …
complexity, finding moderators of effects that were initially described as monolithic …
A creativity stereotype perspective on the Bamboo Ceiling: Low perceived creativity explains the underrepresentation of East Asian leaders in the United States.
JG Lu - Journal of applied Psychology, 2024 - psycnet.apa.org
Abstract The “Bamboo Ceiling” refers to the perplexing phenomenon that, despite the
educational and economic achievements of East Asians (eg, ethnic Chinese, Koreans) in …
educational and economic achievements of East Asians (eg, ethnic Chinese, Koreans) in …
Urgent issues and prospects at the intersection of culture, memory, and witness interviews: Exploring the challenges for research and practice
The pursuit of justice increasingly relies on productive interactions between witnesses and
investigators from diverse cultural backgrounds during investigative interviews. To date, the …
investigators from diverse cultural backgrounds during investigative interviews. To date, the …
Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.
JG Lu - Journal of Applied Psychology, 2023 - psycnet.apa.org
In the US, Asians are commonly viewed as the “model minority” because of their economic
prosperity. We challenge this rosy view by revealing that certain Asian groups may be …
prosperity. We challenge this rosy view by revealing that certain Asian groups may be …
Building the social structure of a market
Motivated by the question of how to develop viable new markets and value chains in the
resource-constrained settings of least developed countries, we adopted multi-year …
resource-constrained settings of least developed countries, we adopted multi-year …
Individual differences in negotiation: A nearly abandoned pursuit revived
HA Elfenbein - Current Directions in Psychological Science, 2015 - journals.sagepub.com
The commonsense notion that personal characteristics influence how effectively we
negotiate has presented researchers with a mystery: Throughout the decades, scholars …
negotiate has presented researchers with a mystery: Throughout the decades, scholars …
A measurement model for dignity, face, and honor cultural norms
In this work we develop and validate a model measuring norms that distinguish three types
of culture: dignity, face, and honor (Leung & Cohen, 2011). Our motivation is to produce …
of culture: dignity, face, and honor (Leung & Cohen, 2011). Our motivation is to produce …
An intercultural theory of international relations: How self-worth underlies politics among nations
J Friedrichs - International Theory, 2016 - cambridge.org
This article introduces an intercultural theory of international relations based on three
distinctive ways of establishing self-worth: honor, face, and dignity. In each culture of self …
distinctive ways of establishing self-worth: honor, face, and dignity. In each culture of self …
[HTML][HTML] Reprint of: The psychological experience of intragroup conflict
Despite the centrality of differences as a driver of conflict, most of the empirical research on
group conflict has focused on the group as a whole, paying little attention to the differing …
group conflict has focused on the group as a whole, paying little attention to the differing …
Culture and getting to yes: The linguistic signature of creative agreements in the United States and Egypt
MJ Gelfand, L Severance, T Lee… - Journal of …, 2015 - Wiley Online Library
We complement the dominant rational model of negotiation found in the West with a new
honor model of negotiation found in many Arabic‐speaking populations and illustrate the …
honor model of negotiation found in many Arabic‐speaking populations and illustrate the …