Quotation 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.




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.


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Publication's profile

Status of publication Published
Affiliation WU
Type of publication Paper presented at an academic conference or symposium
Language English
Title Conceptualizing the Role of Bicultural Individuals in Cross-Cultural Negotiations
Event Conference on International and Intercultural Negotiations
Year 2010
Date 08.04.-09.04
Country Denmark
Location Copenhagen
URL https://conference.cbs.dk/index.php/negconf/negconf/schedConf/overview


Miska, Christof (Details)
Institute for International Business (Stahl) (Details)
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