Miska, Christof. 2010. Conceptualizing the Role of Bicultural Individuals in Cross-Cultural Negotiations. Conference on International and Intercultural Negotiations, Copenhagen, Dänemark, 08.04.-09.04.

RIS

@CONFERENCE{Miska2010,
title = {Conceptualizing the Role of Bicultural Individuals in Cross-Cultural Negotiations},
author = {Christof Miska},
year = {2010},
address = {Copenhagen},
url = {https://conference.cbs.dk/index.php/negconf/negconf/schedConf/overview},
language = {EN},
misc = {Conference on International and Intercultural Negotiations},
abstract = {Research on cross-cultural negotiations has clearly shown that individuals sharing the same culture negotiate more effectively than individuals with diverse cultural backgrounds (Adler & Graham, 1989; Brett & Okumura, 1998; Natlandsmyr & Rognes, 1995). A big proportion of such studies is in its nature comparative across cultures (Adler & Graham, 1989) and examines behaviors, strategies, and outcomes among monoculturals, i.e. individuals who have been acculturated in one single culture. As a consequence, little is known about individuals who have internalized more than one culture, and who potentially could be effective negotiators in cross-cultural settings. We refer to such individuals as biculturals as they identify with and have internalized more than one culture (Benet-Martínez, Leu, Lee, & Morris, 2002; Nguyen & Benet-Martínez, 2007). Taking on Morris's and Fu's (2001) dynamic constructivist culture perspective and incorporating recent research on bicultural individuals, we conceptually shed light on the role of biculturals in cross-cultural negotiations. We compare monocultural and bicultural effectiveness in achieving joint gains, address the universal applicability of bicultural negotiation competence, and discuss bicultural individuals in hostile and supportive negotiation environments.},
}