TY - JOUR
T1 - Effects of warm-heartedness and reward distribution on negotiation
AU - CHEN, Yifeng, Nancy
AU - TJOSVOLD, Dean William
AU - WU, Peiguan
PY - 2008/1
Y1 - 2008/1
N2 - Research is needed to identify the conditions and dynamics by which foreign managers and local employees can negotiate their differences integratively. In an experiment with 120 participants in South China, employees with foreign managers who communicated warm-heartedness, compared to indifference, indicated that they had cooperative goals, a quality relationship, were confident in future collaboration, and concluded that their manager was an effective leader. Employees with foreign managers who structured mutual rather than independent or comparative rewards found their manager's ideas reasonable and integrated them into their decisions. Results, especially if they can be replicated in field settings, suggest how foreign managers can negotiate effectively and develop their relationships with Chinese employees.
AB - Research is needed to identify the conditions and dynamics by which foreign managers and local employees can negotiate their differences integratively. In an experiment with 120 participants in South China, employees with foreign managers who communicated warm-heartedness, compared to indifference, indicated that they had cooperative goals, a quality relationship, were confident in future collaboration, and concluded that their manager was an effective leader. Employees with foreign managers who structured mutual rather than independent or comparative rewards found their manager's ideas reasonable and integrated them into their decisions. Results, especially if they can be replicated in field settings, suggest how foreign managers can negotiate effectively and develop their relationships with Chinese employees.
KW - Negotiation cross-cultural
KW - Reward distribution
KW - Warm-heartedness
UR - http://commons.ln.edu.hk/sw_master/2536
UR - http://www.scopus.com/inward/record.url?scp=36749099363&partnerID=8YFLogxK
U2 - 10.1007/s10726-007-9088-4
DO - 10.1007/s10726-007-9088-4
M3 - Journal Article (refereed)
SN - 0926-2644
VL - 17
SP - 79
EP - 96
JO - Group Decision and Negotiation
JF - Group Decision and Negotiation
IS - 1
ER -