Starting Out on the Right Foot: Negotiation Schemas When Cultures Collide
Why this work is in the frame
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Bibliographic record
Abstract
Abstract We investigate the intercultural negotiation schemas of 100 experienced Japanese and U.S. negotiators. Specifically, we examine the assumptions negotiators make about appropriate behavior when primed to negotiate with an intercultural (vs. intracultural) counterpart. We find that intercultural negotiation schemas clash on six of nine elements, meaning U.S. and Japanese negotiators have significantly different expectations about what it is like to negotiate with the other. This clash occurs not because negotiators stay anchored on their own cultural assumptions about negotiating, but rather because they try to adjust to their counterpart’s cultural assumptions about negotiating. But negotiators adjust their schemas by thinking about how their counterpart negotiates in an intracultural rather than intercultural setting. That is, they fail to account for the fact that their counterpart would also adjust expectations for the intercultural context. The phenomenon we uncover is one of schematic overcompensation, whereby negotiators’ intercultural schemas do not match because each negotiator expects the encounter to be just like the counterpart’s within‐culture negotiations. Our theory of schematic overcompensation receives some support, and negotiators’ perceived knowledge and experience with the other culture somewhat attenuates the phenomenon. Implications for negotiator cognition, intercultural negotiation, and global management are discussed.
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Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.004 | 0.000 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.001 |
| Science and technology studies | 0.002 | 0.000 |
| Scholarly communication | 0.001 | 0.000 |
| Open science | 0.000 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| 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 it