The Display of “Dominant” Nonverbal Cues in Negotiation: The Role of Culture and Gender
Why this work is in the frame
A frame that forgets how it found something cannot be audited. These are the routes that admitted this work.
Bibliographic record
Abstract
Abstract The current study extends prior negotiation research on culture and verbal behavior by investigating the display of nonverbal behaviors associated with dominance by male and female Canadian and Chinese negotiators. We draw from existing literature on culture, gender, communication, and display rules to predict both culture and gender variation in negotiators’ display of three nonverbal behaviors typically associated with dominance: relaxed posture, use of space, and facial display of negative emotion. Participants engaged in a dyadic transactional negotiation simulation which we videotaped and coded for nonverbal expression. Our findings indicated that male Canadian negotiators engaged in more relaxed postures and displayed more negative emotion, while male Chinese negotiators occupied more space at the negotiation table. In addition, use of space and negative emotion partially mediated the relationship between culture and joint gains, as well as satisfaction with negotiation process. We discuss contributions to cross-cultural negotiation literature, implications for cross-cultural negotiation challenges, as well as future studies to address cultural variation in the interpretation of nonverbal cues.
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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 | 0.001 | 0.000 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.000 |
| Science and technology studies | 0.000 | 0.000 |
| Scholarly communication | 0.000 | 0.000 |
| Open science | 0.000 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| Insufficient payload (model declined to judge) | 0.000 | 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