Individualism-Collectivism and Accountability
Individualism – Collectivism and Accountability in Intergroup Negotiations
However, for those who place a high emphasis on collectivism, cooperative behavior and harmony with others, especially with persons with whom one is similar, is normative and is likely to ensure positive evaluations in accountable negotiations.
In the low-accountability condition, those who had high levels of collectivism reported less cooperative intentions and behavior, and achieved lower outcomes, as compared to representatives with low levels of collectivism.
However, the current research suggests that negotiators’ behavior depends both on the nature of the negotiation situation, as well as on negotiators’ collectivism. Applying this to cross-cultural investigations, this suggests that broad generalizations about the negotiation styles of cultural groups, which does not take situations into account, are likely to be inappropriate.
Michele J. Gelfand / University of Maryland at College Park
Anu Realo / University of Tartu, Estonia
Journal of Applied Psychology , 1999, Vol. 84, No. 5, 721-736 – retrieved 08.12.2011 from http://www.bsos.umd.edu/psyc/gelfand/index.html