When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior

Abstract

Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken together, the two studies suggest that Hong Kong and U.S. negotiators vary substantially in the manner in which they negotiate via email and face-to-face, which resulted in differences in individual gains.

Keywords: culture, e-mail, negotiations, aggressive offers, individual gains, opening offers, distributive negotiations, values, norms, Hong Kong Chinese, face-to-face