Seminars topic: Decades of research on negotiation support the theory that links trust and integrative negotiations. High levels of trust foster cooperation, which leads to the exchange of information about interests and priorities, ultimately resulting in insights and joint gains. In this research, we present a meta-analysis (Study 1) that demonstrates this Western-centric model may not apply to non-Western cultures. To better understand the processes underlying integrative negotiations in East Asian cultures, we introduce two new concepts. “Trust radius” refers to the range within which people feel comfortable trusting and cooperating with others. “Harmony concern” reflects the intention to cultivate and maintain harmonious relationships that avoid conflict and discord. In four studies—a survey (Study 2), two experiments (Studies 3a and 3b), and a simulation (Study 4)—we show that trust radius, which tends to be wider in Western cultures than in non-Western cultures, moderates the relationship between trust level and information exchange. Additionally, we find that harmony concern, rather than trust level, directly predicts information exchange in East Asian cultures but not in Western cultures. This research provides a fresh perspective on the cultural differences between the West and East Asia in negotiation processes. It also emphasizes the theoretical distinction between trust level and trust radius in social contexts where individuals encounter unfamiliar counterparts.
Scholars Background: Han Li (李涵) is an Assistant Professor of Organizational Behavior at the Nottingham University Business School in China. She earned her Bachelor’s degree in Human Resource Management from the School of Management at Zhejiang University and her Ph.D. in Organization and Management from the Guanghua School of Management at Peking University. Her research focuses on information exchange in negotiation, trust, and unethical behavior. She has published papers in the Academy of Management Journal and the Journal of Business Ethics.
Time and Location: April 27, 2025 | 13:30-15:30 (GMT+8), Room A723 (School of Management)
Language: Bilingual (ENG & CN)
