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Stereotype and Perception Change in Intercultural Negotiation

Semnani-Azad, Zhaleh and Sycara, Katia and Lewis, Michael and Adair, Wendi L. (2012) Stereotype and Perception Change in Intercultural Negotiation. In: HICSS, Wailea, Hawaii.

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Stereotypes are cognitive schemas that influence our perception, beliefs and behavior toward members of a social group [12]. While culture is a salient social group characteristic and an important contextual cue for schema activation [27], there is limited research on cultural stereotypes and perception change in international negotiations. Thus, we examined perception formation and perception change across stages of negotiation. North American observers viewed a negotiation (videos) between North American and Middle Eastern business men, with different stages and one of three negotiation outcomes: (a) negotiators did not reach agreement, or (b) reached an agreement by compromising, or (c) by employing an "expanding the pie" problem solving approach. After viewing the videos, participants rated negotiators on positive and negative attributes as a measure of perception. We found in-group bias across all observers, change in perceptions across different stages, and variation of initial stereotypes as a function of negotiation outcome.


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Item Type: Conference or Workshop Item (Paper)
Status: Published
CreatorsEmailPitt UsernameORCID
Semnani-Azad, Zhaleh
Sycara, Katia
Lewis, Michael
Adair, Wendi L.
Date: 2012
Date Type: Publication
Publisher: IEEE
Page Range: 899 - 908
Event Title: HICSS
Event Type: Conference
DOI or Unique Handle: 10.1109/hicss.2012.547
Schools and Programs: School of Information Sciences > Information Science
Refereed: Yes
Official URL:
Related URLs:
Funders: ARO()
Additional Information: This document can be retrieved through the University's IEEExplore subscription or using the DOI. IEEE does not allow use of published version so you are getting a link rather than an upload.
Date Deposited: 14 Jun 2012 14:30
Last Modified: 01 Nov 2017 12:55


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