Individualism and collectivism

Getting to YES. Negotiating Agreement Without Giving In

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Social Psychology: Handbook of Basic Principles

The Art and Science of Negotiation

The nature and origin of human diversity has been a source of intellectual curiosity since the beginning of human history. Contemporary advances in cultural and biological sciences provide unique opportunities for the emerging field of cultural neuroscience. Research in cultural neuroscience examines how cultural and genetic diversity shape the human mind, brain and behavior across multiple time scales: situation, ontogeny and phylogeny. Recent progress in cultural neuroscience provides novel theoretical frameworks for understanding the complex interaction of environmental, cultural and genetic factors in the production of adaptive human behavior. Here, we provide a brief history of cultural neuroscience, theoretical and methodological advances, as well as empirical evidence of the promise of and progress in the field. Implications of this research for population health disparities and public policy are discussed.

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Cultural Neuroscience: Progress and Promise

Anecdotal evidence abounds that conflicts between two individuals can spread across networks to involve a multitude of others. We advance a cultural transmission model of intergroup conflict where conflict contagion is seen as a consequence of universal human traits (ingroup preference, outgroup hostility; i.e. parochial altruism) which give their strongest expression in particular cultural contexts. Qualitative interviews conducted in the Middle East, USA and Canada suggest that parochial altruism processes vary across cultural groups and are most likely to occur in collectivistic cultural contexts that have high ingroup loyalty. Implications for future neuroscience and computational research needed to understand the emergence of intergroup conflict are discussed.

The cultural contagion of conflict

Summary

We complement the dominant rational model of negotiation found in the West with a new honor model of negotiation found in many Arabic-speaking populations and illustrate the linguistic processes that facilitate creativity in negotiation agreements in the United States and Egypt. Community samples (N = 136) were recruited in the United States and Egypt and negotiated an integrative bargaining task, Discount Marketplace. Analyses of categories of the Linguistic Inquiry and Word Count (LIWC) and our own newly developed honor dictionary illustrate that the same language that predicts integrative agreements in the United States, namely, that which is rational and logical (cognitive mechanisms, LIWC), actually backfires and hinders agreements in Egypt. Creativity in Egypt, by contrast, reflects an honor model of negotiating with language that promotes honor gain (i.e., moral integrity) and honor protection (i.e., image and strength). Theoretical and practical implications are discussed. Copyright © 2015 John Wiley & Sons, Ltd.

Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

Individualism and collectivism (IC) are cultural constructs that illustrate the extent to which individuals are autonomous or embedded in their groups. These constructs have been used to explain a wide range of cultural differences observed in human psychology and behavior. A brief historical background and theoretical and empirical development of these constructs are discussed. The article also provides an overview of research on IC in organizations and management.


Keywords:

individualism;
collectivism;
culture;
cross-cultural research;
management;
organizations;
work

Tiane Lee

Papers

The cultural contagion of conflict

Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

Individualism and Collectivism