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Purpose Based on the social role theory, role congruity theory and gender role conflict theory, this paper aims to investigate the mediating role of “relationship conflict” in the association between traditional gender role (TGR) endorsement and objective and subjective negotiation outcomes. Design/methodology/approach Two experimental negotiation studies (n1 = 138, n2 = 128) were conducted at a US university. Findings This paper presents three original and noteworthy findings: One, in mixed-gender negotiations, as a dyad’s TGR endorsement increases, final agreements become significantly more likely to favor men than women. Two, in mixed-gender negotiations, TGR endorsement is significantly associated with a decreased ability to establish a pleasant, mutually satisfactory and successful business relationship, resulting in a possible future economic cost due to lost opportunity. Three, the heightened relationship conflict during the negotiation mediates the negative association between TGR endorsement and women’s economic outcomes. Research limitations/implications Empirical findings support social role theory, role congruity theory and gender role conflict theory. The use of a distributive negotiation case and laboratory research methodology may limit the generalizability of findings. Practical implications Findings about the detrimental effects of TGR in mixed-gender negotiations magnify the importance of becoming aware of our TGR orientations and their potential negative consequences on our long-term collaborations. Also, it is necessary to provide negotiation trainings to both genders with regard to gender-driven conflicts and offer tools to prevent or tackle such conflicts. Social implications Negotiations are among the most consequential of social interactions as their results have a substantial impact on individuals’ careers and financial outcomes. Understanding the effect of TGRs is paramount to improve female representation, participation and effectiveness in management and leadership. Mixed-gender negotiations such as collective equality bargaining, workplace social interactions, work-life balance discourse are critical to establishing gender equality and fairness in organizations and societies. Originality/value Understanding how gender influences negotiation processes and outcomes and using the findings to improve both genders’ negotiation success are crucial to establishing fairness and equity in society and business. This research attempts to close a gap in the literature by focusing on the potential function of gender role orientation in explaining gender differences in negotiation.

As the Internet, globalization, and widespread international travel increase the prevalence of multicultural experiences (MCEs), the impact of these experiences on psychological states and organizational outcomes increasingly attract researchers’ interest. Enhanced creativity has been shown to be one of the positive impacts of MCE; however, current findings fall short of distinguishing different types of multicultural experiences towards the end of identifying which specific experiences enhance creativity. Rooted in socio-cultural theory, this research examines the influence of two types of MCE, multicultural interactions versus multicultural exposures, on creative thinking and the role of cognitive flexibility in this relationship. Results of two studies indicate that multicultural interactions rather than exposures are associated with enhanced creative thinking (Studies 1–2) and confirm cognitive flexibility as the mediating mechanism (Study 2). Implications for organizations and educational institutions are discussed.

Consensus around what constitutes researcher conflicts of interest (COIs) and awareness of their influence on our research are two critical steps in ensuring the integrity of our science. In this r...

PurposeIn this study of Korean and US negotiators, the authors aim to demonstrate limits on the presumption that inter‐cultural negotiations are doomed to generate low joint gains.Design/methodology/approachIn a laboratory study with 45 bi‐cultural Korean students and 47 mono‐cultural American students, the authors created a total of 16 US‐US, 15 Korean‐Korean, and 15 US‐Korean dyads. The authors audio‐recorded their negotiation conversations and analyzed the content of the negotiation transcripts. The authors focused on the use of pronouns and coded how they were used and the impact this use had on the outcomes of the intra‐ and inter‐cultural negotiations.FindingsResults show that inter‐cultural dyads generate higher joint gains than Korean or US intra‐cultural dyads. The explanation based on social awareness and social distance theorizing shows that inter‐cultural negotiators, one of whom is bi‐cultural, who use language, especially the pronoun “you” to close social distance, achieve higher joint gains than intra‐cultural negotiators who do not.Research limitations/implicationsThe authors conclude that the language people use in social interaction, especially pronouns, is an indicator of social awareness and signals attempts to close social distance.Originality/valueThis research demonstrates that the way negotiators use language predicts their economic outcomes.

In response to the lack of a psychometrically tested instrument that can measure different types and modes of multicultural experience (MCE), we introduce the Multicultural Experience Assessment scale (MExA) that distinguishes between multicultural exposures and multicultural interactions, which are measured based on frequency, duration, and breadth. We evaluated MExA’s factor structure, internal consistency, and construct-related validity in six studies using highly diverse student and U.S. national samples (total N = 1373). Exploratory and confirmatory factor analyses confirmed the two-factor structure. Results provide full support for the convergent and criterion-related validity, and partial support for discriminant validity, and reveal high internal consistency of the subscales. Exploratory results identified frequency (vs. duration and breadth) of MCE as a better predictor of creativity. This research improves our understanding of the MCE construct and presents a psychometrically tested measure to investigate its dimensions and their relationships with other constructs.

The perception and regulation of risk have been much examined in negotiation theory but underexplored in the culture and negotiation literature, despite their important economic consequences for those negotiating globally. This research shifts the culture and negotiation literature to a new direction: We examine individual (fearful attachment) and contextual (negotiator role) predictors for global negotiators' risk perception and regulation strategies, and economic outcomes. Using social psychology's attachment to social groups construct, we show that sellers fearfully attached to their same-nationality social groups perceived greater risk and in turn were more motivated for relationship-building with the counterpart as a risk-regulating strategy (Study 1). Moreover, fearfully attached sellers, who used more risk-regulating, relationship-building strategies, e.g., fewer threats to walk away, claimed less value (Study 2). Our findings suggest that fearfully attached sellers regulate risk through motivation...