Culture and egocentric perceptions of fairness in conflict and negotiation

In this article, the authors advanced a cultural view of judgment biases in conflict and negotiation. The authors predicted that disputants' self-serving biases of fairness would be more prevalent in individualistic cultures, such as the United States, in which the self is served by focusing on...

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Bibliographic Details
Published inJournal of applied psychology Vol. 87; no. 5; p. 833
Main Authors Gelfand, Michele J, Higgins, Marianne, Nishii, Lisa H, Raver, Jana L, Alexandria, Dominguez, Murakami, Fumio, Yamaguchi, Susumu, Toyama, Midori
Format Journal Article
LanguageEnglish
Published United States 01.10.2002
Subjects
Adult
Conflict (Psychology)
Culture
Female
Humans
Judgment
Male
Mental Recall
Negotiating
Random Allocation
Self Concept
Social Behavior
Social Justice
Social Perception
Surveys and Questionnaires
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Summary:In this article, the authors advanced a cultural view of judgment biases in conflict and negotiation. The authors predicted that disputants' self-serving biases of fairness would be more prevalent in individualistic cultures, such as the United States, in which the self is served by focusing on one's positive attributes to "stand out" and be better than others, yet would be attenuated in collectivistic cultures, such as Japan, where the self is served by focusing on one's negative characteristics to "blend in" (S. J. Heine, D. R. Lehman, H. R. Markus, & S. Kitayama, 1999). Four studies that used different methodologies (free recall, scenarios, and a laboratory experiment) supported this notion. Implications for the science and practice of negotiation are discussed.
ISSN:0021-9010
1939-1854
DOI:10.1037/0021-9010.87.5.833