Semnani-Azad, Zhaleh and Sycara, Katia and Rice, Danielle and Adair, Wendi and Lewis, Michael
(2019)
Behavioral Mimicry in Chinese and Canadian Negotiations: Frequency, Duration and Impact.
In: Hawaii International Conference on Systems Sciences., 8-9 Jan 2019, Grand Wailea, Hawaii, United States of America.
Abstract
Negotiation literature stresses the importance of mimicry in improving relational and economic outcomes. Yet, there is a dearth of work examining how culture influences the display and impact of mimicry in negotiations. In this research, we systematically coded behavioral mimicry among Chinese and Canadian dyadic, intracultural, video-taped negotiations. Using cultural theories of high/low context communication, and individualism/collectivism, we predicted and found that low-context, individualistic Canadian negotiators were more direct in their behavioral mimicry by exhibiting higher frequency of postural mimicry, than Chinese negotiators. In contrast, Chinese negotiators were more indirect in their displays of mimicry via longer durations of mirrored postures. Interestingly, gender moderated the effects of culture on the frequency and duration of mimicry. Mimicry led to higher joint gains, only when dyads did not attend to the indirect meanings of the mimicked behaviors. We discuss implications of behavioral mimicry in cross-cultural negotiations.
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| Item Type: |
Conference or Workshop Item
(Paper)
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| Status: |
Published |
| Creators/Authors: |
|
| Date: |
8 January 2019 |
| Date Type: |
Publication |
| Journal or Publication Title: |
Hawaii International Conference on Systems Sciences. |
| Event Title: |
Hawaii International Conference on Systems Sciences. |
| Event Dates: |
8-9 Jan 2019 |
| Event Type: |
Conference |
| DOI or Unique Handle: |
10125/59488 |
| Schools and Programs: |
School of Computing and Information > Information Science |
| Refereed: |
Yes |
| ISBN: |
978-0-9981331-2-6 |
| Date Deposited: |
31 May 2019 16:03 |
| Last Modified: |
31 May 2019 16:03 |
| URI: |
http://d-scholarship.pitt.edu/id/eprint/36821 |
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