{"id":"https://openalex.org/W2187348452","doi":null,"title":"Research Report East Asians' Social Heterogeneity: Differences in Norms among Chinese, Japanese, and Korean Negotiators","display_name":"Research Report East Asians' Social Heterogeneity: Differences in Norms among Chinese, Japanese, and Korean Negotiators","publication_year":2012,"publication_date":"2012-01-01","ids":{"openalex":"https://openalex.org/W2187348452","mag":"2187348452"},"language":"en","primary_location":{"id":"mag:2187348452","doi":null,"is_oa":false,"landing_page_url":"http://hilab.kaist.ac.kr/wp-content/uploads/2011/01/Lee_Brett_and_Park_2012.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"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/A5113046715","display_name":"Sujin Lee","orcid":"https://orcid.org/0009-0002-5142-5466","observed_orcids":["https://orcid.org/0009-0002-5142-5466"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Sujin Lee","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0009-0002-5142-5466","affiliations":[]},{"author_position":"middle","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":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5048228479","display_name":"Ji Hyearn Park","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Ji Hyearn Park","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":0.98580002784729,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11696","display_name":"Conflict Management and Negotiation","score":0.98580002784729,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14031","display_name":"Global and Cross-Cultural Management","score":0.010400000028312206,"subfield":{"id":"https://openalex.org/subfields/1403","display_name":"Business and International Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11454","display_name":"Cultural Differences and Values","score":0.0032999999821186066,"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-strategies","display_name":"negotiation strategies","score":0.6389999985694885},{"id":"https://openalex.org/keywords/social-diversity","display_name":"social diversity","score":0.6629999876022339},{"id":"https://openalex.org/keywords/east-asian-culture","display_name":"East Asian culture","score":0.7730000019073486},{"id":"https://openalex.org/keywords/chinese-negotiators","display_name":"Chinese negotiators","score":0.6230000257492065},{"id":"https://openalex.org/keywords/social-norms","display_name":"social norms","score":0.6159999966621399},{"id":"https://openalex.org/keywords/cross-cultural-management","display_name":"cross-cultural management","score":0.5709999799728394},{"id":"https://openalex.org/keywords/business-relationships","display_name":"business relationships","score":0.7749999761581421}],"concepts":[{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.7429037690162659},{"id":"https://openalex.org/C191935318","wikidata":"https://www.wikidata.org/wiki/Q148","display_name":"China","level":2,"score":0.7276841402053833},{"id":"https://openalex.org/C76775654","wikidata":"https://www.wikidata.org/wiki/Q27231","display_name":"East Asia","level":3,"score":0.642780065536499},{"id":"https://openalex.org/C2993508470","wikidata":"https://www.wikidata.org/wiki/Q149806","display_name":"Asian culture","level":2,"score":0.5767061114311218},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.45381447672843933},{"id":"https://openalex.org/C56995899","wikidata":"https://www.wikidata.org/wiki/Q1126687","display_name":"Focus group","level":2,"score":0.4375782310962677},{"id":"https://openalex.org/C66882249","wikidata":"https://www.wikidata.org/wiki/Q169336","display_name":"Homogeneous","level":2,"score":0.41822510957717896},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.3589337170124054},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.3499654531478882},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.2691182792186737},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.2516421675682068},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.20637843012809753},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.12124195694923401},{"id":"https://openalex.org/C2549261","wikidata":"https://www.wikidata.org/wiki/Q43455","display_name":"Ethnology","level":1,"score":0.08591333031654358},{"id":"https://openalex.org/C97355855","wikidata":"https://www.wikidata.org/wiki/Q11473","display_name":"Thermodynamics","level":1,"score":0.0},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.0},{"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/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:2187348452","doi":null,"is_oa":false,"landing_page_url":"http://hilab.kaist.ac.kr/wp-content/uploads/2011/01/Lee_Brett_and_Park_2012.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[{"display_name":"Observational Study","id":"https://openalex.org/study-designs/observational-study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":54,"referenced_works":["https://openalex.org/W45865330","https://openalex.org/W90970949","https://openalex.org/W313869724","https://openalex.org/W652044023","https://openalex.org/W659088922","https://openalex.org/W1576044029","https://openalex.org/W1791787674","https://openalex.org/W1976739581","https://openalex.org/W1980237220","https://openalex.org/W1983841426","https://openalex.org/W1988393712","https://openalex.org/W2010960521","https://openalex.org/W2015152577","https://openalex.org/W2015983013","https://openalex.org/W2019384677","https://openalex.org/W2020715206","https://openalex.org/W2030957331","https://openalex.org/W2032882307","https://openalex.org/W2035525135","https://openalex.org/W2037390843","https://openalex.org/W2037936788","https://openalex.org/W2041795268","https://openalex.org/W2044769749","https://openalex.org/W2045526935","https://openalex.org/W2048721053","https://openalex.org/W2053207417","https://openalex.org/W2055684847","https://openalex.org/W2063233375","https://openalex.org/W2073795646","https://openalex.org/W2075359494","https://openalex.org/W2076124583","https://openalex.org/W2088861238","https://openalex.org/W2090303467","https://openalex.org/W2095945186","https://openalex.org/W2097780989","https://openalex.org/W2103817118","https://openalex.org/W2105994564","https://openalex.org/W2119572666","https://openalex.org/W2120056947","https://openalex.org/W2126323043","https://openalex.org/W2130270415","https://openalex.org/W2133457965","https://openalex.org/W2140599982","https://openalex.org/W2140918013","https://openalex.org/W2146972346","https://openalex.org/W2154055031","https://openalex.org/W2154156015","https://openalex.org/W2157407289","https://openalex.org/W2168154911","https://openalex.org/W2493734635","https://openalex.org/W2735079027","https://openalex.org/W2894719176","https://openalex.org/W3121835473","https://openalex.org/W3124279098"],"related_works":["https://openalex.org/W3124569592","https://openalex.org/W3026694965","https://openalex.org/W2072416051","https://openalex.org/W2920384827","https://openalex.org/W2189611386","https://openalex.org/W2066904100","https://openalex.org/W2732349344","https://openalex.org/W6921027982","https://openalex.org/W2014708377","https://openalex.org/W2014462730"],"abstract_inverted_index":{"East":[0],"Asian":[1],"cultures":[2,43],"are":[3,64,102],"widely":[4],"held":[5],"to":[6,70],"be":[7],"fairly":[8],"homogeneous":[9],"in":[10,44,88,97,104],"that":[11,21,46],"they":[12],"highly":[13],"value":[14],"harmonious":[15],"social":[16,34],"relationships.":[17],"We":[18],"propose,":[19],"however,":[20],"the":[22,28,38,51,86,89,92,105],"focus":[23,90],"(dyadic":[24],"versus":[25,31],"group)":[26],"and":[27,41,77,91,100],"nature":[29,93],"(emotional":[30],"instrumental)":[32],"of":[33,94],"relations":[35],"vary":[36],"among":[37],"Chinese,":[39],"Japanese,":[40],"Korean":[42],"ways":[45],"have":[47],"important":[48],"implications":[49],"for":[50,108],"negotiation":[52,109],"tactics":[53,110],"typically":[54],"employed":[55],"by":[56,112],"managers":[57,73,113],"from":[58,65,74,114],"these":[59,115],"three":[60,116],"cultures.":[61],"Our":[62],"data":[63],"a":[66],"web":[67],"survey":[68],"administered":[69],"three-hundred-eighty":[71],"eight":[72],"China,":[75,98],"Japan,":[76,99],"South":[78],"Korea.":[79],"In":[80],"this":[81],"article,":[82],"we":[83],"discuss":[84],"how":[85],"differences":[87],"business":[95],"relationships":[96],"Korea":[101],"manifested":[103],"different":[106],"norms":[107],"endorsed":[111],"countries.":[117]},"counts_by_year":[],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}
