Cornell University
Library
Cornell UniversityLibrary

eCommons

Help
Log In(current)
DigitalCollections@ILR
ILR School
  1. Home
  2. ILR School
  3. ILR Collection
  4. ILR Articles and Chapters
  5. Culture and Egocentric Perceptions of Fairness in Conflict and Negotiation

Culture and Egocentric Perceptions of Fairness in Conflict and Negotiation

File(s)
Nishii17_Culture_and_egocentric_perceptions.pdf (409.15 KB)
Permanent Link(s)
https://hdl.handle.net/1813/75436
Collections
ILR Articles and Chapters
Faculty Publications - Labor Relations, Law, and History
Author
Gelfand, Michele J.
Higgins, Marianne
Nishii, Lisa Hisae
Raver, Jana L.
Dominquez, Alexandria
Murakami, Fumio
Yamaguchi, Susumu
Toyama, Midori
Abstract

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.

Description
This paper was the winner of the Best Empirical Paper Published in 2002 in Conflict & Negotiation Award, International Association of Conflict Management.
Date Issued
2002-01-01
Keywords
fairness
•
judgement bias
•
conflict
•
negotiation
Related DOI
https://doi.org/10.1037//0021-9010.87.5.833
Rights
Required Publisher Statement: © American Psychological Association. Final version published as: Gelfand, M. J., Higgins, M., Nishii, L. H., Raver, J. L., Dominguez, A., Murakami, F., … Toyama, M. (2002). Culture and egocentric perceptions of fairness in conflict and negotiation [Electronic version]. Journal of Applied Psychology, 87(5), 833-845. doi: 10.1037//0021-9010.87.5.833 Reprinted with permission. All rights reserved.
Type
article

Site Statistics | Help

About eCommons | Policies | Terms of use | Contact Us

copyright © 2002-2026 Cornell University Library | Privacy | Web Accessibility Assistance