OSA Seminar by Cordula Barzantny

The Differential Effects of Broad and Deep Foreign Experience in Intra- and Intercultural Negotiations

2018.01.29 | Merete Elmann

Date Mon 19 Feb
Time 13:00 14:00
Location Room 2628-M303, Department of Management, Aarhus BSS, Aarhus University


Monday, 19 February 2018 at 13:00 in room 2628-M303, Cordula Barzantny from Toulouse Business School will give a seminar entitled  

The Differential Effects of Broad and Deep Foreign Experience in Intra- and Intercultural Negotiations

 

Everyone is welcome!

 


Leigh Anne LIU, Li MA, Chei Hwee CHUA, Zhi-Xue ZHANG & Cordula BARZANTNY: 'The Differential Effects of Broad and Deep Foreign Experience in Intra- and Intercultural Negotiations'

Abstract
We explore how and when foreign experience influences negotiation outcomes in intracultural and intercultural negotiation contexts. Four studies with negotiators from multiple cultural backgrounds with varied negotiation cases reveal differential effects of deep and broad foreign experiences on negotiation outcomes. As expected, deep foreign experience significantly influences intercultural negotiation, and the effect is mediated by global identity. Somewhat surprisingly, broad foreign experience significantly influences negotiation outcomes in intracultural settings, and the effect is mediated by local identity. Our findings demonstrate a sophisticated alignment among foreign experience, cultural identity, and the context of social interactions such as negotiation, providing a new way of seeing how experience and identity affect social interactions. 

Keywords: foreign experience, cross cultural negotiations, intracultural and intercultural contexts, global identity

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