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- Title
WHEN TIME IS NOT MONEY: WHY AMERICANS MAY LOSE OUT AT THE NEGOTIATION TABLE.
- Authors
SALMON, ELIZABETH D.; GELFAND, MICHELE J.; TING, HSUCHI; KRAUS, SARIT; GAL, YA'AKOV (KOBI); FULMER, C. ASHLEY
- Abstract
Although previous research has linked hyperbolic discounting, an economic model of impatience, to negative outcomes such as smoking, problem drinking, lowered academic achievement, and ineffective career search decisions, there is little research that addresses how impatiencemay impact performance at the bargaining table and whether Americans have a disadvantage in negotiations as compared to other cultural groups as a result. Using the subjective line task, we replicate previous research showing that subjective time perceptions underpin hyperbolic discounting (Study 1a, n 5 101) and are related to estimations and perceptions of durations in a timed experiment and impatience in recalled negotiations (Study 1b, n 5 202). Further, in a study of negotiation (Study 2, n 5 132), Americans viewed time as relatively more condensed and achieved lower negotiation outcomes as compared to Lebanese participants, and moreover, subjective time perceptions mediated the relationship between culture and negotiation outcomes. This research has significant consequences for real-world negotiations, as cultural differences in time perception can be used as an exploitable weakness andmay hinder negotiation outcomes.
- Subjects
TOCQUEVILLE, Alexis de, 1805-1859; NEGOTIATION; CROSS-cultural differences; CONFLICT management; ACADEMIC achievement
- Publication
Academy of Management Discoveries, 2016, Vol 2, Issue 4, p349
- ISSN
2168-1007
- Publication type
Article
- DOI
10.5465/amd.2015.0027