A Contingency Approach to Understanding Negotiator Behavior as a Function of Worldmindedness and Expected Future Interaction

Dittloff, Sally A.; Harris, Karen L.

doi:10.1080/00223980.1996.9914988

Cited by 13 publications

(8 citation statements)

References 25 publications

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“…This is because nationalism is related to national comparisons, as nationalism is a belief that one's own nation is superior to other nations and should be dominant in the world (Kosterman & Feshbach, 1989). Nationalism has also been found to be related to the choice of a conflict strategy in intergroup interaction situations (Dittloff & Harris, 1996). Nationalism during the Beijing Olympic Games highlighted national comparisons, particularly comparisons with the most relevant comparison targets and, therefore, appeared to intensify competitiveness towards those foreigners who are from the most relevant comparison nations (i.e.…”

Section: Discussionmentioning

confidence: 99%

“…However, nationalism, a dominance‐based ideology that emphasizes a sense of international superiority, tends to be related to intolerance of diversity, ethnocentrism, anti‐egalitarian values, and prejudice (e.g. Butz, Plant, & Doerr, 2007; Li & Brewer, 2004; Sidanius, Feshbach, Levin, & Pratto, 1997) as well as to a conflict strategy towards outgroups or outgroup members (Dittloff & Harris, 1996). Nationalists are more inclined to make national comparisons because superiority is the core of nationalism (Viki & Calitri, 2008).…”

Section: Introductionmentioning

confidence: 99%

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From international sports to international competition: Longitudinal study of the Beijing Olympic Games

Murata

Fujishima

et al. 2010

Asian J of Social Psycho

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To investigate whether and how the Beijing Olympic Games influenced the Chinese competitiveness towards foreigners, we conducted a three-wave longitudinal study and found that participants' competitiveness towards foreigners from five comparison target nations, particularly towards Japanese, South Koreans and Kenyans, was higher during the Games than before and/or after. We further found that nationalism predicted the competitiveness toward Japanese and South Koreans, but did not predict the competitiveness toward Americans, Russians and Kenyans. Additionally, we found that patriotism played little role in the effects of the Games on competitiveness towards foreigners. We herein discuss the relationship between national comparisons, nationalism and national conflict.

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Section: Discussionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

From international sports to international competition: Longitudinal study of the Beijing Olympic Games

Murata

Fujishima

et al. 2010

Asian J of Social Psycho

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“…Players were more cooperative in conditions of continued play than in the case of a single-shot interaction. Results from negotiation studies (Arnold & Carnevale, 1997;Ben-Yoav & Pruitt, 1984a, 1984bDittloff & Harris, 1996;Heide & Miner, 1992;Mannix, 1994;Mannix, Tinsley, & Bazerman, 1995;Pruitt & Rubin, 1986) also indicate that the expectation of a future interaction substantially affects social interaction. Generally, negotiators who expect a future relationship are more likely to engage in problem solving behaviors and less likely to behave contentiously than negotiators who do not expect to interact with each other again.…”

Section: Future Interaction Expectationmentioning

confidence: 99%

Future Interaction Expectation and the Use of Soft and Hard Influence Tactics

Knippenberg

Steensma

2003

Applied Psychology

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Les stratégies d'influence varient en fonction du contrôle qu'elles exercent sur la situation et la cible. Les stratégies "douces" laissent plus que les stratégies "dures" la possibilitié pour la cible d'accepter ou de rejeter la tentative d'influence. La solution "dure" engendre donc généralement une plus grande tension dans la relation entre la cible et l'agent d'influence. Cette recherche est centrée sur la conséquence que la représentation de l'interaction à venir peut avoir sur le choix d l'une ou l'autre stratégie. Les résultats d'une expérience indiquent que l'expectation d'une interaction diminue l'appel à l'influence en général et aux stratégies d'influence dure en particulier. On peur supposer que la perspective d'une interaction prolongée rend moins attractif le choix d'un comportement qui pourrait mettre la relation en danger. Les résultants ont aussi montré que les stratégies douces étaient plus employées que les dures et que les homes faisaient plus appel à l'influence que les femmes.The influence tactics that people use may vary in the extent to which they take control over the situation and the target. Soft tactics allow the target of influence more latitude in deciding whether or not to accept the employed influence than hard tactics. As a consequence hard influence tactics usually place more strain on the relationship between influencing agent and target. This study focused on the effect that the expectation of future interaction may have on the use of hard and soft influence tactics. The results of an experiment indicated that the expectation of a future interaction diminished the use of influence in general and of hard influence tactics in particular. Presumably, the expectancy of prolonged interaction made the display of behavior that might endanger the relationship less attractive. Furthermore, results showed that soft tactics were used more often than hard ones and that men employed more influence than women.

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“…Zejména pokud se jedná o pozici mezinárodnı́ho či globálnı́ho charakteru je osvědčené přijı́mat osoby s rozvinutějšı́m globálnı́m myšlenı́m (Brokaw, Achenreiner, Elfessi 2007). Rozšı́řenı́ původně výzkumných nástrojů i do této sféry lze vnı́mat jako důsledek výzkumů v oblasti mezinárodnı́ho obchodu, kdy napřı́klad Crowford a Lamb (1982) zjišťovali korelaci globálnı́ho myšlenı́ a touhy po koupi zahraničnı́ch produktů, podobně Kim a Littrel (1999) popisovali souvislost s nákupem suvenýrů z cest, Dittloff a Harris (1996) sledovali mı́ru globálnı́ho myšlenı́ a způsob vyjed-návánı́ a kooperace při dosahovánı́ dohod či studie (Crawford 1984, Boatler 1992, Boatler 1994) věnujı́cı́ se globálnı́mu myšlenı́ a způsobu práce zaměstnanců me-zinárodnı́ch korporacı́, náklonosti pracovat s kolegy jiných kultur atp. Zmı́něné studie tak mimo jiné akcentujı́ praktický rozměr globálnı́ho myšlenı́, který pak v modernı́m vzdělávánı́ podporuje význam rozvoje tohoto způsobu myšlenı́.…”

Section: Globální Myšlení Jako Výzkumné Témaunclassified

Pupils’ global thinking: a comparison of selected European countries

et al. 2017

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There is currently a stress on the need to bring up the individuals able to look at global trends from various viewpoints, and tolerating and respecting people from other cultures, with different religions and worldviews as well. The study explores the way the task is fulfilled in the Netherlands, Finland, Germany, Czechia, Hungary and Serbia. A questionnaire survey has found out that students’ world-mindedness is situated roughly in the middle of the scale, between the national and global perspective. While the average value of the sample is primarily lowered by the students from Hungary and Czechia, those from Germany and Finland considerably exceed the value. Students in general show global tendencies in the Culture and attitudes to others and in the Education and learning. In the remaining topics, there is a more obvious manifestation of national tendencies (e.g. Economy and migration). Detailed analyses have proven the influence of gender, respondents’ interest in news, experience with stay abroad, etc.

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A Contingency Approach to Understanding Negotiator Behavior as a Function of Worldmindedness and Expected Future Interaction

Cited by 13 publications

References 25 publications

From international sports to international competition: Longitudinal study of the Beijing Olympic Games

From international sports to international competition: Longitudinal study of the Beijing Olympic Games

Future Interaction Expectation and the Use of Soft and Hard Influence Tactics

Pupils’ global thinking: a comparison of selected European countries

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