TRAINING, TASKS AND MEDIATOR ORIENTATION IN HETEROCULTURAL NEGOTIATIONS
ILLINOIS UNIV AT URBANA GROUP EFFECTIVENESS RESEARCH LAB
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The study investigated the effects of cultural training, mediator orientation, and task characteristics upon heterocultural negotiation. Specifically, Indian and American Ss negotiated child-rearing issues under 3 American training conditions culture assimilator vs. traditional vs. irrelevant training, 3 mediator conditions high vs. moderate vs. low LPC, and 2 task conditions formal vs. informal negotiations. Results from 36 teams consisting of one American negotiator, one Indian negotiator and an American mediator suggest the following a intragroup relations are facilitated when one member of the negotiation group has received cultural training, and that programmed assimilator training is more effective than traditional essay training b intragroup relations are facilitated if the negotiators are not required to defend positions formally assigned to them, but are free to interact without such formal restraints and c when the task is formal, the negotiators are most effective if the mediator is oriented towards maintaining harmonious relations between the negotiators high LPC. If the negotiation situation is informal, the negotiators are most effective if the mediator tends to be more task-oriented low LPC.
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