ارزش‌های فرهنگی فردی و سبک‌های مذاکره مطابق هوش فرهنگی

نوع مقاله : علمی

نویسندگان

دانشگاه لرستان

چکیده

نقش پررنگ رویکرد مذاکرات تجاری در پیشبرد اهداف اقتصادی سازمان‌های عصر حاضر موجب گردید تا هدف از انجام این مطالعه، بررسی اثرگذاری ارزش‌های فرهنگی فردی بر سبک‌های مذاکره با نقش میانجی هوش فرهنگی باشد. این مطالعه بر اساس هدف، کاربردی و از منظر روش در حوزه مطالعات توصیفی از نوع پیمایشی و علی قرار دارد. جامعه آماری این مطالعه را کلیه‌ی مدیران مذاکره و قرارداد تجاری شرکت‌های صادراتی اتاق بازرگانی تهران تشکیل داده‌اند که با استفاده از روش نمونه‌گیری غیراحتمالی دردسترس تعداد 96 نفر به عنوان نمونه‌ی پژوهش در نظر گرفته‌ شدند. داده‌های موردنیاز از طریق پرسشنامه بر اساس طیف پنج‌ گزینه‌ای جمع‌آوری گردید. تجزیه‌و‌تحلیل داده‌ها در این مطالعه با استفاده از روش مدلسازی معادلات ساختاری به کمک نرم افزار اسمارت- پی‌ال‌اس انجام گرفت. نتایج نشان می‌دهد که ارزش‌های فرهنگی (به عنوان مثال فاصله قدرت‌، پیشگیری از عدم‌اطمینان‌، جمع‌گرایی و مردخویی) تأثیر مستقیمی در سبک‌های مذاکره و همچنین یک اثر غیرمستقیم دارند که از طریق هوش فرهنگی واسطه می‌شود. این مطالعه اهمیت ارزش‌های فرهنگی و هوش فرهنگی را در سبک‌های مذاکره برجسته کرده و به عملکرد مذاکرات کمک می‌کند.

کلیدواژه‌ها

موضوعات


عنوان مقاله [English]

Individual cultural values and negotiation styles according to cultural intelligence

نویسندگان [English]

  • reza sepahvand
  • saber taghipour
lorestan university
چکیده [English]

The prominent role of commercial negotiation approach in advancing the economic goals of today's organizations has led to the aim of this study to investigate the impact of individual cultural values on negotiation styles with the mediating role of cultural intelligence. Based on the purpose, this study is applied and from the perspective of method in the field of descriptive studies of survey and causal type. The statistical population of this study consisted of all managers of negotiations and commercial contracts of export companies of Tehran Chamber of Commerce, which using non-probabilistic sampling method available to 96 people were considered as the research sample. The required data were collected through a questionnaire based on a five-item Likert scale. Data analysis in this study was performed using structural equation modeling using Smart-PLS software. The results show that cultural values (eg, power gap, uncertainty prevention, collectivism and greed) have a direct impact on negotiation styles as well as an indirect effect mediated by cultural intelligence. This study highlights the importance of cultural values and cultural intelligence in negotiation styles and contributes to the performance of negotiations.

کلیدواژه‌ها [English]

  • Individual Cultural Values
  • Negotiation Styles: Cultural Intelligence
  • Tehran Chamber of Commerce
  1. Adair, W. L., & Brett, J. M. (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science, 16(1), 33–51.
  2. Adair, W. L., Hideg, I., & Spence, J. R. (2013). The culturally intelligent team the impact of team cultural intelligence and cultural heterogeneity on team shared values. Journal of Cross-Cultural Psychology, 44(6), 941–962.
  3. Amiri sales. D., Tomaj, Y., & Bagheri. A (2017). Investigating the effect of emotional intelligence on the negotiation skills of managers of maritime organizations (case study: Chabahar Maritime Bodies). Scientific Quarterly Journal of Marine Science Education, 4 (3), 41-51 (In Persian).
  4. Ang, S., Van Dyne, L., Koh, C., ng, K. Y., Templer, K. J., Tay, C., & Chandrasekar, N. A. (2007). Cultural intelligence: Its measurement and effects on cultural judgment and decision making, cultural adaptation and task performance. Management and Organization Review, 3(3), 335–371. https://doi.org/10.1111/j.1740-8784.2007. 00082.x
  5. Ashofteh, I. (2018). The effect of cultural differences on the effectiveness of trade negotiations. Second International Conference on Management and Economics Integrity in Development. Tehran (In Persian).
  6. Caputo, A., Ayoko, O. B., & Amoo, N. (2018). The moderating role of cultural intelligence in the relationship between cultural orientations and conflict management styles. Journal of Business Research, 89, 10–20. https://doi.org/10.1016/j.jbusres.2018.03. 042.
  7. Caputo, A., Ayoko, O. B., Amoo, N., & Menke, C. (2019). The relationship between cultural values, cultural intelligence and negotiation styles. Journal of Business Research99, 23-36.
  8. Cheung, G. W., & Lau, R. S. (2008). Testing mediation and suppression effects of latent variables: Bootstrapping with structural equation models. Organizational Research Methods, 11(2), 296–325.
  9. Davidov, E., Seddig, D., Gorodzeisky, A., Raijman, R., Schmidt, P., & Semyonov, M. (2020). Direct and indirect predictors of opposition to immigration in Europe: individual values, cultural values, and symbolic threat. Journal of Ethnic and Migration Studies46(3), 553-573.
  10. Elçi, E., & Uzunboylu, H. (2020). The development of a universal and cultural values scale for values education. South African Journal of Education40, S1.
  11. Fitschen, H. (2019). Cross-cultural intelligence moderates between emotional intelligence of the negotiator and the negotiation outcome (Master's thesis, University of Twente).
  12. Graf, A., Koeszegi, S. T., & Pesendorfer, E.-M. (2012). Cross-cultural negotiations and power distance: Strategies applied by Asian and European buyers and sellers in electronic negotiations. Nankai Business Review International, 3(3), 242–256.
  13. Groves, K. S., & Feyerherm, A. E. (2011). Leader cultural intelligence in context: Testing the moderating effects of team cultural diversity on leader and team performance. Group & Organization Management, 36(5), 535–566. https://doi.org/10.1177/ 1059601111415664.
  14. Groves, K. S., Feyerherm, A., & GU, M. (2015). Examining cultural intelligence and crosscultural negotiation effectiveness. Journal of Management Education, 39(2), 209–243.
  15. Hofstede, G. (2001). Culture's consequences: Comparing values, behaviors, institutions and organizations across nations. Beverly Hills, CA: Sage.
  16. Hofstede, G. (2011). Dimensionalizing cultures: The Hofstede model in context. Online Readings in Psychology and Culture, 2(1), 8.
  17. Hu, S., Hu, L., & Wang, G. (2020). Moderating role of addiction to social media usage in managing cultural intelligence and cultural identity change. Information Technology & People.
  18. Hu, S., Liu, H., Zhang, S., & Wang, G. (2020). Proactive personality and cross-cultural adjustment: Roles of social media usage and cultural intelligence. International Journal of Intercultural Relations74, 42-57.
  19. Imai, L., & Gelfand, M. J. (2010). The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes. Organizational Behavior and Human Decision Processes, 112(2), 83–98.
  20. Jiang, X., Ding, Z., Li, X., Sun, J., Jiang, Y., Liu, R., & Sun, W. (2020). How cultural values and anticipated guilt matter in Chinese residents’ intention of low carbon consuming behavior. Journal of Cleaner Production246, 119069.
  21. Lax, D. A., & Sebenius, J. K. (1986). The manager as negotiator: Bargaining for cooperation and competitive gain. New York: Macmillan.
  22. Lewicki, R. J., Saunders, D., & Barry, B. (2014). Negotiation (7th ed.). New York: McGraw
  23. Ngô Thị Ái, S. (2012). Influence of cultural values on american negotiation styles= (doctoral dissertation, đại học quốc gia hà nội trường đại học ngoại ngữ khoa sư phạm tiếng anh).
  24. Olekalns, M., & Smith, P. (2003). Social motives in negotiation: The relationships between dyad composition, negotiation processes and outcomes. International Journal of Conflict Management, 14(3/4) 233–254.
  25. Peng, R., & Zhu, C. (2020). Mohammad Ayub Khan and Noam Ebner (Eds.), The Palgrave Handbook of Cross-Cultural Business Negotiation. International Journal of Communication14, 3.
  26. Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, impasse, and resolution. Reding, MA: Addision-Wesley.
  27. Rivers, C., & Volkema, R. (2013). East–West differences in “tricky” tactics: A comparison of the tactical preferences of Chinese and Australian negotiators. Journal of Business Ethics, 115(1), 17–31.
  28. Sharma, S., Bottom, W. P., & Elfenbein, H. A. (2013). On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes: A meta-ana- lysis. Organizational Psychology Review, 3(4), 293–336.
  29. Sladek, M. R., Doane, L. D., Luecken, L. J., Gonzales, N. A., & Grimm, K. J. (2020). Reducing cultural mismatch: Latino students' neuroendocrine and affective stress responses following cultural diversity and inclusion reminder. Hormones and Behavior120, 104681.
  30. Sobhani, S., Mansoorian, M. R., Delshad, A., & Rivandi, Y. (2020). The effect of teaching negotiation styles to parents of female adolescents on parent-child relationship. Medical Science24(101), 107-112.
  31. Tabibi, M. R., Alizade Sani, M., & Mohammadnezhad Firoozjai (2016). Cultural intelligence in commercial negotiations, first international conference on modern paradigms of business and organizational intelligence management, Tehran, Shahid Beheshti University (In Persian).
  32. Triandis, H. C. (2006). Cultural intelligence in organizations. Group & Organization Management, 31(1), 20–26.
  33. Tu, Y.-T. (2014). Cross-cultural equivalence and latent mean differences of the Negotiation Style Profile (NSP-12) in Taiwan and US managers. International Journal of Intercultural Relations, 43(PB), 156–164.
  34. Varela, S. A. (2018). The Influence of Cultural Intelligence on Intercultural Business Negotiation. International Journal of Business and Social Science9(3).
  35. Yoo, B., Donthu, N., & Lenartowicz, T. (2011). Measuring Hofstede's five dimensions of cultural values at the individual level: Development and validation of CVSCALE. Journal of International Consumer Marketing, 23(3–4), 193–210.
  36. Zhao, Z. J., Chen, H. H., & Li, K. W. (2020). Management of interpersonal conflict in negotiation with Chinese: a perceived face threat perspective. Group Decision and Negotiation29(1), 75-102.