From “Good day” to “Sign here”: Norms Shaping Negotiations Within a Face Culture

• Main Authors: Teng-Calleja, Mendiola, Baquiano, Marshaley J, Montiel, Cristina J
• Format: text
• Published: Archīum Ateneo 2015
• Subjects: culture; negotiation; qualitative research; trust; Industrial and Organizational Psychology; Psychology
• Online Access: https://archium.ateneo.edu/psychology-faculty-pubs/82; https://onlinelibrary.wiley.com/doi/full/10.1111/ncmr.12060
• Institution: Ateneo De Manila University

Using discourse analysis, we examine how culture shapes the dynamics and outcome of wage negotiations. With an intracultural lens, we look at how two opposing groups that share one overarching culture maximize group gains and achieve a bargaining agreement. We analysed audio recordings of collective...