Abstract
Abstract : The study investigated the effects of cultural training, mediator orientation, and task characteristics upon heterocultural negotiation. Specifically, Indian and American Ss negotiated child-rearing issues under 3 American training conditions (culture assimilator vs. traditional vs. irrelevant training), 3 mediator conditions (high vs. moderate vs. low LPC), and 2 task conditions (formal vs. informal negotiations). Results from 36 teams consisting of one American negotiator, one Indian negotiator and an American mediator suggest the following: (a) intragroup relations are facilitated when one member of the negotiation group has received cultural training, and that programmed (assimilator) training is more effective than traditional essay training; (b) intragroup relations are facilitated if the negotiators are not required to defend positions formally assigned to them, but are free to interact without such formal restraints; and (c) when the task is formal, the negotiators are most effective if the mediator is oriented towards maintaining harmonious relations between the negotiators (high LPC). If the negotiation situation is informal, the negotiators are most effective if the mediator tends to be more task-oriented (low LPC).
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
