An increasing number of Western firms are negotiating agreements with business partners in Asia a... more An increasing number of Western firms are negotiating agreements with business partners in Asia and must achieve business-critical results while building and protecting relationships. In this article, we review the literature regarding negotiation norms and approaches in Japan, China, and Korea.Drawing on structured interviews with experienced business executives at Hewlett‐Packard, a U.S. corporation with a substantial presence in these countries, we highlight ways in which cross-cultural difficulties can arise in negotiations between American organizations and their Eastern counterparts.We note similarities and differences across these cultures and propose an expanded prescriptive model on how to adapt and implement a mutual gains approach to negotiation with counterparts who are based in Japan, China, and Korea.
Recent experimental research suggests that humans are prone to systematic errors when determining... more Recent experimental research suggests that humans are prone to systematic errors when determining how they currently feel, imagining how they will feel about future events, remembering how they have felt about past events, and understanding the preferences that underlie their decisions. In this article, we briefly review three basic assumptions that are called into question by recent findings regarding specific kinds of errors that people are prone to make. We suggest that this line of research has important implications for negotiation theory, research, advice, and practice.
Ž. Assessment of amnesia in Dissociative Identity Disorder DID typically relies on self-report, t... more Ž. Assessment of amnesia in Dissociative Identity Disorder DID typically relies on self-report, the veracity of which cannot often be independently verified. Memory in DID was therefore assessed using an objective method that Ž. involved event-related potentials ERPs as well as indirect behavioral measures of memory, and that provided statistically supported assessments for each participant. Four participants who met DSM-IV criteria for DID Ž. participated in an ERP memory assessment task, in which words learned by one identity identity A were then Ž. presented to a second identity identity B. All four participants ᎏ tested as identity B ᎏ produced ERP and behavioral evidence consistent with recognition of the material learned by identity A. While it would be premature to generalize all cases of DID, the results suggest that there may be reasons to question the veracity of reports by individuals who meet diagnostic criteria for DID on the basis of a structured clinical interview.
Cardiac Vagal Tone has been proposed as a stable biological marker for the ability to sustain att... more Cardiac Vagal Tone has been proposed as a stable biological marker for the ability to sustain attention and regulate emotion [Porges, Monographs of the Society for Research in Child Development 59 (1994) 167-186]. Vagal tone is a physiological index of parasympathetic nervous system influence on the heart that has predicted a number of emotional behaviors and styles in infants, children, and adults. Little research, however, has sought to explore the link between vagal tone and established variables relating to personality and self-regulation. In this study, vagal tone was collected during 5-min baseline, stress, and recovery periods. Subjects (n = 98) also completed a short form of the Marlowe-Crowne Social Desirability Scale, the Behavioral Activation and Behavioral Inhibition Scales, the Taylor Manifest Anxiety Scale, the Self-Consciousness Scale, and the Openness to Experience subscale of the Five Factor Personality Inventory. Poorer modulation for vagal tone was associated with greater social anxiety, while lower vagal tone across recording periods was associated with greater defensiveness and lower behavioral activation sensitivity.
Recent experimental research suggests that humans are prone to systematic errors when determining... more Recent experimental research suggests that humans are prone to systematic errors when determining how they currently feel, imagining how they will feel about future events, remembering how they have felt about past events, and understanding the preferences that underlie their decisions. In this article, we briefly review three basic assumptions that are called into question by recent findings regarding specific kinds of errors that people are prone to make. We suggest that this line of research has important implications for negotiation theory, research, advice, and practice.
An increasing number of Western firms are negotiating agreements with business partners in Asia a... more An increasing number of Western firms are negotiating agreements with business partners in Asia and must achieve business-critical results while building and protecting relationships. In this article, we review the literature regarding negotiation norms and approaches in Japan, China, and Korea. Drawing on structured interviews with experienced business executives at Hewlett-Packard, a U.S. corporation with a substantial presence in these countries, we highlight ways in which cross-cultural difficulties can arise in negotiations between American organizations and their Eastern counterparts.We note similarities and differences across these cultures and propose an expanded prescriptive model on how to adapt and implement a mutual gains approach to negotiation with counterparts who are based in Japan, China, and Korea.
An increasing number of Western firms are negotiating agreements with business partners in Asia a... more An increasing number of Western firms are negotiating agreements with business partners in Asia and must achieve business-critical results while building and protecting relationships. In this article, we review the literature regarding negotiation norms and approaches in Japan, China, and Korea.Drawing on structured interviews with experienced business executives at Hewlett‐Packard, a U.S. corporation with a substantial presence in these countries, we highlight ways in which cross-cultural difficulties can arise in negotiations between American organizations and their Eastern counterparts.We note similarities and differences across these cultures and propose an expanded prescriptive model on how to adapt and implement a mutual gains approach to negotiation with counterparts who are based in Japan, China, and Korea.
Recent experimental research suggests that humans are prone to systematic errors when determining... more Recent experimental research suggests that humans are prone to systematic errors when determining how they currently feel, imagining how they will feel about future events, remembering how they have felt about past events, and understanding the preferences that underlie their decisions. In this article, we briefly review three basic assumptions that are called into question by recent findings regarding specific kinds of errors that people are prone to make. We suggest that this line of research has important implications for negotiation theory, research, advice, and practice.
Ž. Assessment of amnesia in Dissociative Identity Disorder DID typically relies on self-report, t... more Ž. Assessment of amnesia in Dissociative Identity Disorder DID typically relies on self-report, the veracity of which cannot often be independently verified. Memory in DID was therefore assessed using an objective method that Ž. involved event-related potentials ERPs as well as indirect behavioral measures of memory, and that provided statistically supported assessments for each participant. Four participants who met DSM-IV criteria for DID Ž. participated in an ERP memory assessment task, in which words learned by one identity identity A were then Ž. presented to a second identity identity B. All four participants ᎏ tested as identity B ᎏ produced ERP and behavioral evidence consistent with recognition of the material learned by identity A. While it would be premature to generalize all cases of DID, the results suggest that there may be reasons to question the veracity of reports by individuals who meet diagnostic criteria for DID on the basis of a structured clinical interview.
Cardiac Vagal Tone has been proposed as a stable biological marker for the ability to sustain att... more Cardiac Vagal Tone has been proposed as a stable biological marker for the ability to sustain attention and regulate emotion [Porges, Monographs of the Society for Research in Child Development 59 (1994) 167-186]. Vagal tone is a physiological index of parasympathetic nervous system influence on the heart that has predicted a number of emotional behaviors and styles in infants, children, and adults. Little research, however, has sought to explore the link between vagal tone and established variables relating to personality and self-regulation. In this study, vagal tone was collected during 5-min baseline, stress, and recovery periods. Subjects (n = 98) also completed a short form of the Marlowe-Crowne Social Desirability Scale, the Behavioral Activation and Behavioral Inhibition Scales, the Taylor Manifest Anxiety Scale, the Self-Consciousness Scale, and the Openness to Experience subscale of the Five Factor Personality Inventory. Poorer modulation for vagal tone was associated with greater social anxiety, while lower vagal tone across recording periods was associated with greater defensiveness and lower behavioral activation sensitivity.
Recent experimental research suggests that humans are prone to systematic errors when determining... more Recent experimental research suggests that humans are prone to systematic errors when determining how they currently feel, imagining how they will feel about future events, remembering how they have felt about past events, and understanding the preferences that underlie their decisions. In this article, we briefly review three basic assumptions that are called into question by recent findings regarding specific kinds of errors that people are prone to make. We suggest that this line of research has important implications for negotiation theory, research, advice, and practice.
An increasing number of Western firms are negotiating agreements with business partners in Asia a... more An increasing number of Western firms are negotiating agreements with business partners in Asia and must achieve business-critical results while building and protecting relationships. In this article, we review the literature regarding negotiation norms and approaches in Japan, China, and Korea. Drawing on structured interviews with experienced business executives at Hewlett-Packard, a U.S. corporation with a substantial presence in these countries, we highlight ways in which cross-cultural difficulties can arise in negotiations between American organizations and their Eastern counterparts.We note similarities and differences across these cultures and propose an expanded prescriptive model on how to adapt and implement a mutual gains approach to negotiation with counterparts who are based in Japan, China, and Korea.
Uploads
Papers by Hal Movius