Cultural contingencies of mediation: effectiveness of mediator styles in intercultural disputes

Salmon, Elizabeth D. and Gelfand, Michele J. and Çelik, Ayşe Betül and Kraus, Sarit and Wilkenfeld, Jonathan and Inman, Molly (2013) Cultural contingencies of mediation: effectiveness of mediator styles in intercultural disputes. Journal of Organizational Behavior (Sl), 34 (6). pp. 887-909. ISSN 0894-3796 (Print) 1099-1379 (Online)

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Abstract

The difficulties of intercultural negotiations are well established, yet few studies have examined the factors that facilitate the successful resolution of these disputes. This research took a dynamic approach and examined the types of mediation tactics that are most effective in intercultural disputes given specific disputant characteristics. One hundred and ten participants from the United States and Turkey negotiated a community-based dispute in real time from their respective countries using a newly developed virtual lab. Dyads were randomly assigned to negotiate with a formulative computer mediator, a manipulative computer mediator, or in an unmediated control condition. As predicted, the results showed a significant interaction between manipulative mediation and markers of disputant difficulty on Pareto efficiency. Manipulative mediation produced agreements of higher Pareto efficiency in intercultural dyads with more difficult disputants (low openness to mediation, low motivational cultural intelligence (CQ), low trust, and low willingness to concede) but lower Pareto efficiency in dyads with more favorable disputant factors (high openness to mediation, high motivational CQ, high trust, and high willingness to concede). The results for subjective value also partially supported the hypotheses. Theoretical and practical implications for the study of intercultural disputes are discussed.
Item Type: Article
Uncontrolled Keywords: intercultural disputes; culture; conflict; mediation
Subjects: H Social Sciences > HD Industries. Land use. Labor
Divisions: Faculty of Arts and Social Sciences
Faculty of Arts and Social Sciences > Academic programs > Political Science
Faculty of Arts and Social Sciences > Academic programs > Conflict Analysis And Resolution
Depositing User: Ayşe Betül Çelik
Date Deposited: 27 Aug 2013 10:29
Last Modified: 01 Aug 2019 10:51
URI: https://research.sabanciuniv.edu/id/eprint/21748

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