%0 Journal Article
%T What Makes Some Intercultural Negotiations More Difficult Than Others? Power Distance and Culture
%A Ioana A. Cionea
%A Lin Zhu
%A Meina Liu
%J Communication Research
%@ 1552-3810
%D 2019
%R 10.1177/0093650216631096
%X This study examines whether and how intercultural negotiation dyads that vary in culture-role combinations experience different negotiation processes and outcomes. Participants completed an employment contract negotiation with a culturally different counterpart. Results indicated that high-status, high-power distance negotiators paired with low-status, low-power distance negotiators experienced more anger, placed less emphasis on cooperative goals, used less priority information exchange, and, consequently, gained less joint profits than high-status, low-power distance negotiators paired with low-status, high-power distance negotiators. Theoretical and practical implications of the study are discussed
%K intercultural negotiation
%K power distance
%K emotion
%K goals
%K negotiation tactics
%U https://journals.sagepub.com/doi/full/10.1177/0093650216631096