{"id":"https://openalex.org/W2044769749","doi":"https://doi.org/10.1037//0021-9010.86.3.371","title":"Negotiation behavior when cultures collide: The United States and Japan.","display_name":"Negotiation behavior when cultures collide: The United States and Japan.","publication_year":2001,"publication_date":"2001-01-01","ids":{"openalex":"https://openalex.org/W2044769749","doi":"https://doi.org/10.1037//0021-9010.86.3.371","mag":"2044769749","pmid":"https://pubmed.ncbi.nlm.nih.gov/11419798"},"language":"en","primary_location":{"id":"doi:10.1037//0021-9010.86.3.371","doi":"https://doi.org/10.1037//0021-9010.86.3.371","is_oa":false,"landing_page_url":"https://doi.org/10.1037//0021-9010.86.3.371","pdf_url":null,"source":{"id":"https://openalex.org/S166002381","display_name":"Journal of Applied Psychology","issn_l":"0021-9010","issn":["0021-9010","1939-1854"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-a","erih-plus","fnege-1-star","ft50","jufo-3","ki-jl-1","medline","norway-2","poland-200","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320262","host_organization_name":"American Psychological Association","host_organization_lineage":["https://openalex.org/P4310320262"],"host_organization_lineage_names":["American Psychological Association"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Psychology","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref","pubmed"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5033051722","display_name":"Wendi Lyn Adair","orcid":"https://orcid.org/0000-0002-6000-4754","observed_orcids":["https://orcid.org/0000-0002-6000-4754"]},"institutions":[{"id":"https://openalex.org/I111979921","display_name":"Northwestern University","ror":"https://ror.org/000e0be47","country_code":"US","type":"education","lineage":["https://openalex.org/I111979921"]},{"id":"https://openalex.org/I205783295","display_name":"Cornell University","ror":"https://ror.org/05bnh6r87","country_code":"US","type":"education","lineage":["https://openalex.org/I205783295"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Wendi L. Adair","raw_affiliation_strings":["Cornell U, Johnson School of Management, Ithaca, NY, US"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Cornell U, Johnson School of Management, Ithaca, NY, US","institution_ids":["https://openalex.org/I205783295"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5027309855","display_name":"Tetsushi Okumura","orcid":"https://orcid.org/0000-0003-0308-9760","observed_orcids":["https://orcid.org/0000-0003-0308-9760"]},"institutions":[{"id":"https://openalex.org/I171494771","display_name":"Shiga University","ror":"https://ror.org/01vvhy971","country_code":"JP","type":"education","lineage":["https://openalex.org/I171494771"]}],"countries":["JP"],"is_corresponding":false,"raw_author_name":"Tetsushi Okumura","raw_affiliation_strings":["Shiga University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Shiga University","institution_ids":["https://openalex.org/I171494771"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5112005641","display_name":"Jeanne M. Brett","orcid":"https://orcid.org/0000-0002-0882-224X","observed_orcids":["https://orcid.org/0000-0002-0882-224X"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Jeanne M. Brett","raw_affiliation_strings":["Management and Organizations"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Management and Organizations","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":3,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":28.936,"has_fulltext":false,"cited_by_count":340,"citation_normalized_percentile":{"value":0.9941702,"is_in_top_1_percent":true,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":98,"max":100},"biblio":{"volume":"86","issue":"3","first_page":"371","last_page":"385"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":1.0,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":1.0,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14031","display_name":"Global and Cross-Cultural Management","score":0.0,"subfield":{"id":"https://openalex.org/subfields/3314","display_name":"Anthropology"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11454","display_name":"Cultural Differences and Values","score":0.0,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/negotiation-behavior","display_name":"negotiation behavior","score":0.8429999947547913},{"id":"https://openalex.org/keywords/cross-cultural-negotiation","display_name":"cross-cultural negotiation","score":0.9319999814033508},{"id":"https://openalex.org/keywords/integrative-negotiation","display_name":"integrative negotiation","score":0.8100000023841858},{"id":"https://openalex.org/keywords/us-japan-comparison","display_name":"Japan-US comparison","score":0.6510000228881836},{"id":"https://openalex.org/keywords/cultural-norms","display_name":"cultural norms","score":0.5270000100135803},{"id":"https://openalex.org/keywords/information-sharing","display_name":"information sharing","score":0.8769999742507935},{"id":"https://openalex.org/keywords/influence-tactics","display_name":"influence tactics","score":0.8970000147819519},{"id":"https://openalex.org/keywords/joint-gains","display_name":"joint gains","score":0.9380000233650208},{"id":"https://openalex.org/keywords/cross-cultural-management","display_name":"cross-cultural management","score":0.5569999814033508}],"concepts":[{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.8925366997718811},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7539414167404175},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.6717528104782104},{"id":"https://openalex.org/C44725695","wikidata":"https://www.wikidata.org/wiki/Q288156","display_name":"Normative","level":2,"score":0.6421936750411987},{"id":"https://openalex.org/C2780451532","wikidata":"https://www.wikidata.org/wiki/Q759676","display_name":"Task (project management)","level":2,"score":0.5610774159431458},{"id":"https://openalex.org/C137549413","wikidata":"https://www.wikidata.org/wiki/Q7053127","display_name":"Normative model of decision-making","level":3,"score":0.4313299059867859},{"id":"https://openalex.org/C53059260","wikidata":"https://www.wikidata.org/wiki/Q374758","display_name":"Multilevel model","level":2,"score":0.41341423988342285},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.12493064999580383},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.11838960647583008},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.08510401844978333},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.07408428192138672},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0}],"mesh":[{"descriptor_ui":"D000328","descriptor_name":"Adult","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D000328","descriptor_name":"Adult","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D000328","descriptor_name":"Adult","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D003466","descriptor_name":"Cultural Characteristics","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D003466","descriptor_name":"Cultural Characteristics","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D003466","descriptor_name":"Cultural Characteristics","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D005260","descriptor_name":"Female","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D005260","descriptor_name":"Female","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D005260","descriptor_name":"Female","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D006801","descriptor_name":"Humans","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D006801","descriptor_name":"Humans","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D006801","descriptor_name":"Humans","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D007398","descriptor_name":"Interpersonal Relations","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D007398","descriptor_name":"Interpersonal Relations","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D007398","descriptor_name":"Interpersonal Relations","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D007564","descriptor_name":"Japan","qualifier_ui":"Q000208","qualifier_name":"ethnology","is_major_topic":false},{"descriptor_ui":"D007564","descriptor_name":"Japan","qualifier_ui":"Q000208","qualifier_name":"ethnology","is_major_topic":false},{"descriptor_ui":"D007564","descriptor_name":"Japan","qualifier_ui":"Q000208","qualifier_name":"ethnology","is_major_topic":false},{"descriptor_ui":"D008297","descriptor_name":"Male","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D008297","descriptor_name":"Male","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D008297","descriptor_name":"Male","qualifier_ui":null,"qualifier_name":null,"is_major_topic":false},{"descriptor_ui":"D014481","descriptor_name":"United States","qualifier_ui":"Q000208","qualifier_name":"ethnology","is_major_topic":false},{"descriptor_ui":"D014481","descriptor_name":"United States","qualifier_ui":"Q000208","qualifier_name":"ethnology","is_major_topic":false},{"descriptor_ui":"D014481","descriptor_name":"United States","qualifier_ui":"Q000208","qualifier_name":"ethnology","is_major_topic":false},{"descriptor_ui":"D017008","descriptor_name":"Negotiating","qualifier_ui":"Q000523","qualifier_name":"psychology","is_major_topic":false},{"descriptor_ui":"D017008","descriptor_name":"Negotiating","qualifier_ui":"Q000523","qualifier_name":"psychology","is_major_topic":false},{"descriptor_ui":"D017008","descriptor_name":"Negotiating","qualifier_ui":"Q000523","qualifier_name":"psychology","is_major_topic":false}],"locations_count":3,"locations":[{"id":"doi:10.1037//0021-9010.86.3.371","doi":"https://doi.org/10.1037//0021-9010.86.3.371","is_oa":false,"landing_page_url":"https://doi.org/10.1037//0021-9010.86.3.371","pdf_url":null,"source":{"id":"https://openalex.org/S166002381","display_name":"Journal of Applied Psychology","issn_l":"0021-9010","issn":["0021-9010","1939-1854"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-a","erih-plus","fnege-1-star","ft50","jufo-3","ki-jl-1","medline","norway-2","poland-200","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320262","host_organization_name":"American Psychological Association","host_organization_lineage":["https://openalex.org/P4310320262"],"host_organization_lineage_names":["American Psychological Association"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Psychology","raw_type":"journal-article"},{"id":"doi:10.1037/0021-9010.86.3.371","doi":"https://doi.org/10.1037/0021-9010.86.3.371","is_oa":false,"landing_page_url":"https://doi.org/10.1037/0021-9010.86.3.371","pdf_url":null,"source":{"id":"https://openalex.org/S166002381","display_name":"Journal of Applied Psychology","issn_l":"0021-9010","issn":["0021-9010","1939-1854"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-a","erih-plus","fnege-1-star","ft50","jufo-3","ki-jl-1","medline","norway-2","poland-200","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320262","host_organization_name":"American Psychological Association","host_organization_lineage":["https://openalex.org/P4310320262"],"host_organization_lineage_names":["American Psychological Association"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Psychology","raw_type":"journal-article"},{"id":"pmid:11419798","doi":null,"is_oa":false,"landing_page_url":"https://pubmed.ncbi.nlm.nih.gov/11419798","pdf_url":null,"source":{"id":"https://openalex.org/S4306525036","display_name":"PubMed","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I1299303238","host_organization_name":"National Institutes of Health","host_organization_lineage":["https://openalex.org/I1299303238"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"The Journal of applied psychology","raw_type":"Comparative Study"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":60,"referenced_works":["https://openalex.org/W13194901","https://openalex.org/W258675724","https://openalex.org/W436976447","https://openalex.org/W632800140","https://openalex.org/W642609100","https://openalex.org/W652026596","https://openalex.org/W1518873785","https://openalex.org/W1559339763","https://openalex.org/W1570961136","https://openalex.org/W1576273487","https://openalex.org/W1612669784","https://openalex.org/W1652257166","https://openalex.org/W1685092776","https://openalex.org/W1713937778","https://openalex.org/W1963688360","https://openalex.org/W1967238847","https://openalex.org/W1972034440","https://openalex.org/W1977194636","https://openalex.org/W1977402875","https://openalex.org/W1978311462","https://openalex.org/W1985915409","https://openalex.org/W1988393712","https://openalex.org/W1989125082","https://openalex.org/W1999643367","https://openalex.org/W2018324975","https://openalex.org/W2022612352","https://openalex.org/W2023299354","https://openalex.org/W2026199273","https://openalex.org/W2030957331","https://openalex.org/W2033816322","https://openalex.org/W2034442617","https://openalex.org/W2037741776","https://openalex.org/W2038258091","https://openalex.org/W2063233375","https://openalex.org/W2070254443","https://openalex.org/W2077555174","https://openalex.org/W2084737593","https://openalex.org/W2085619076","https://openalex.org/W2093498548","https://openalex.org/W2133457965","https://openalex.org/W2135491774","https://openalex.org/W2148234798","https://openalex.org/W2168809146","https://openalex.org/W2316966198","https://openalex.org/W2319794630","https://openalex.org/W2398898789","https://openalex.org/W2475656825","https://openalex.org/W2580389126","https://openalex.org/W2790209654","https://openalex.org/W2798304687","https://openalex.org/W2802103741","https://openalex.org/W3006411081","https://openalex.org/W3022906232","https://openalex.org/W4231371247","https://openalex.org/W4233875167","https://openalex.org/W4254155741","https://openalex.org/W4255216133","https://openalex.org/W4298207465","https://openalex.org/W6637095626","https://openalex.org/W6712805413"],"related_works":["https://openalex.org/W2316883054","https://openalex.org/W2365261158","https://openalex.org/W24136405","https://openalex.org/W2330049906","https://openalex.org/W2085410309","https://openalex.org/W7099283946","https://openalex.org/W2044740113","https://openalex.org/W2128745421","https://openalex.org/W2022612352","https://openalex.org/W1975028278"],"abstract_inverted_index":{"This":[0],"study":[1],"compared":[2],"the":[3,69],"negotiation":[4,64],"behaviors":[5,58,65],"of":[6],"Japanese":[7,44],"and":[8,13,24,28,36,42,49,85],"U.S.":[9,31],"managers":[10],"in":[11],"intra-":[12,41],"intercultural":[14],"settings.":[15],"Transcripts":[16],"from":[17],"an":[18],"integrative":[19],"bargaining":[20],"task":[21],"were":[22],"coded":[23],"analyzed":[25],"with":[26],"logistic":[27],"linear":[29],"regression.":[30],"negotiators":[32,45],"exchanged":[33,46],"information":[34,47],"directly":[35],"avoided":[37],"influence":[38,51],"when":[39,52,59,92],"negotiating":[40,53,60],"interculturally.":[43,61],"indirectly":[48],"used":[50],"intraculturally":[54],"but":[55],"adapted":[56],"their":[57],"Culturally":[62],"normative":[63],"partially":[66],"account":[67],"for":[68,88],"lower":[70],"joint":[71,90],"gains":[72,91],"generated":[73],"by":[74],"intercultural,":[75],"relative":[76],"to":[77],"intracultural,":[78],"dyads.":[79],"The":[80],"behavioral":[81],"data":[82],"inform":[83],"motivational":[84],"skill-based":[86],"explanations":[87],"elusive":[89],"cultures":[93],"clash.":[94]},"counts_by_year":[{"year":2026,"cited_by_count":4},{"year":2025,"cited_by_count":7},{"year":2024,"cited_by_count":9},{"year":2023,"cited_by_count":9},{"year":2022,"cited_by_count":13},{"year":2021,"cited_by_count":13},{"year":2020,"cited_by_count":9},{"year":2019,"cited_by_count":7},{"year":2018,"cited_by_count":13},{"year":2017,"cited_by_count":23},{"year":2016,"cited_by_count":19},{"year":2015,"cited_by_count":18},{"year":2014,"cited_by_count":14},{"year":2013,"cited_by_count":18},{"year":2012,"cited_by_count":33}],"updated_date":"2026-10-29T09:56:32.521200","created_date":"2016-06-24T00:00:00"}
