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Being tough doesn’t always pay off: The culture of honor vs dignity in negotiation

Semnani-Azad, Zhaleh and Adair, Wendi L and Sycara, Katia and Lewis, Michael (2012) Being tough doesn’t always pay off: The culture of honor vs dignity in negotiation. In: 25th Annual IACM Conference, Stellenbosch, South Africa.

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Early work on cross-cultural negotiation has focused on East-West differences. In the current study we investigate the negotiation scripts employed by Middle Eastern negotiators, more specifically Iranian negotiators, in an intracultural interaction, compared to North American negotiators. We examine how the Iranian worldviews, beliefs, norms, and social behavior influence their goals and aspirations, negotiation tactics, and ultimately final outcome. We formulated our hypotheses based on the theory of honor-dignity cultures and illustrate how the importance of preserving and maintaining honor influences the Iranian negotiation strategies in business dealings. Our results illustrate that consistent with the culture of honor, Iranian negotiators are more likely to be competitive, express emotions, and employ distributive tactics compared to Canadian negotiators. Moreover, this competitive mindset leaves Iranian negotiators at a disadvantage as the overall joint gain is significantly lower than Canadian negotiators.


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Item Type: Conference or Workshop Item (Paper)
Status: Published
CreatorsEmailPitt UsernameORCID
Semnani-Azad, Zhaleh
Adair, Wendi L
Sycara, Katia
Lewis, Michael
Date: 2012
Date Type: Publication
Access Restriction: No restriction; Release the ETD for access worldwide immediately.
Journal or Publication Title: Proceedings of the 25th Annual IACM Conference
Publisher: International Association of Conflict Management
Page Range: 1 - 28
Event Title: 25th Annual IACM Conference
Event Type: Conference
Institution: University of Pittsburgh
Schools and Programs: School of Information Sciences > Information Science
Refereed: Yes
Official URL:
Date Deposited: 17 Jun 2013 15:46
Last Modified: 31 Jul 2020 19:05


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