ORCID Profile
0000-0002-4763-6386
Current Organisation
Macquarie University
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Publisher: Emerald
Date: 11-12-2017
DOI: 10.1108/IJCMA-03-2017-0018
Abstract: The purpose of this paper is to empirically examine the role of relationality in buyer–supplier negotiations and how it varies across cultural settings. Using a multisession simulation design, this study recruited research participants (n = 82) from erse cultural backgrounds to play the role of either buyer or supplier for two negotiation tasks. Regression analyses were used to test the relationships among relational constructs as well as the moderating role of relational culture. Results show that negotiators’ relational self-construal enhances their relational commitment to the ongoing negotiations, which leads to a higher level of relational capital accumulated at the end of negotiations. The impact of relational self-construal on relational commitment and that of relational commitment on counterparts’ relational capital are stronger for negotiators from a high (as opposed to low) relational cultural background. Furthermore, intercultural negotiation context, when compared with intracultural context, weakens the impact of relational commitment on relational capital. This research is among the first to empirically examine the culturally varied relationality in negotiations. The findings offer important theoretical and practical implications regarding how relationality, when interacting with cultural factors, has varying impacts on business negotiations.
Publisher: Wiley
Date: 10-10-2020
DOI: 10.1111/JOCA.12333
Publisher: Academy of Management
Date: 2016
Publisher: Elsevier BV
Date: 05-2016
Publisher: Informa UK Limited
Date: 09-04-2019
Publisher: Elsevier BV
Date: 04-2013
Publisher: Academy of Taiwan Information Systems Research
Date: 30-12-2016
DOI: 10.7903/CMR.16024
Publisher: SAGE Publications
Date: 17-12-2018
Publisher: Wiley
Date: 19-09-2023
DOI: 10.1002/CB.2254
Publisher: Informa UK Limited
Date: 18-02-2015
Publisher: Emerald
Date: 07-2006
Publisher: IEEE
Date: 2005
Publisher: Emerald
Date: 12-06-2017
DOI: 10.1108/IJCMA-12-2015-0091
Abstract: The purpose of this paper is to systematically review and analyze the important, yet under-researched, topic of relationality in negotiations and propose new directions for future negotiation research. This paper conducts a systematic review of negotiation literature related to relationality from multiple disciplines. Thirty-nine leading and topical academic journals are selected and 574 papers on negotiation are reviewed from 1990 to 2014. Based on the systematic review, propositions regarding the rationales for relationality in negotiations are developed and future research avenues in this area are discussed. Of 574 papers on negotiations published in 39 peer-reviewed journals between 1990 and 2014, only 18 papers have studied and discussed relationality in negotiations. This suggests that relationality as a theoretical theme has long been under-researched in negotiation research. For future research, this paper proposes to incorporate the dynamic, cultural and mechanism perspectives, and to use a qualitative approach to study relationality in negotiations. This paper presents the first systematic review of the negotiation literature on relationality, and identifies new research topics on relationality in negotiations. In so doing, this research opens new avenues for future negotiation research on relationality.
No related grants have been discovered for Yimin Huang.