Being tough doesn’t always pay off: The culture of honor vs dignity in negotiation
Bibliographic record
Abstract
Early work on cross-cultural negotiation has focused on East-West differences. In the current study we investigate the negotiation scripts employed by Middle Eastern negotiators, more specifically Iranian negotiators, in an intracultural interaction, compared to North American negotiators. We examine how the Iranian worldviews, beliefs, norms, and social behavior influence their goals and aspirations, negotiation tactics, and ultimately final outcome. We formulated our hypotheses based on the theory of honor-dignity cultures and illustrate how the importance of preserving and maintaining honor influences the Iranian negotiation strategies in business dealings. Our results illustrate that consistent with the culture of honor, Iranian negotiators are more likely to be competitive, express emotions, and employ distributive tactics compared to Canadian negotiators. Moreover, this competitive mindset leaves Iranian negotiators at a disadvantage as the overall joint gain is significantly lower than Canadian negotiators.
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How this classification was reachedexpand
Full frame machine prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. The Gemma side is a direct model label for every work in the frame, read from the title-only record. The Codex side is a classifier learned from the 10,348 direct Codex labels and calibrated to design-weighted sample rates; fields without enough sample support carry no Codex call. Candidate is the union of the two sides; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels.
Distilled classifier scores by category (both heads)
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.006 | 0.013 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.001 | 0.001 |
| Science and technology studies | 0.007 | 0.010 |
| Scholarly communication | 0.006 | 0.002 |
| Open science | 0.001 | 0.003 |
| Research integrity | 0.000 | 0.002 |
| Insufficient payload (model declined to judge) | 0.001 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from itClassification
machine, unvalidatedMachine predicted; a candidate call from one source (direct Gemma or distilled Codex), not a consensus.
How this classification was reached, model by model and score by score, is at the end of the page under "How this classification was reached".