THE INFLUENCE OF STEREOTYPES ON THE CONDUCT OF INTERNATIONAL COMMERCIAL NEGOTIATIONS

L'INFLUENCE DES STEREOTYPES SUR LE DÉROULEMENT DE LA NÉGOCIATION INTERNATIONALE COMMERCIALE RÉSUMÉ

Svetlana Radtchenko-Draillard ()
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Svetlana Radtchenko-Draillard: UPD7 - Université Paris Diderot - Paris 7

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Abstract: The purpose of our research is to study the impact of stereotypes about the exogroup on the interdependent relationships of subjects (French and Russian) during international commercial negotiations, as well as on its outcome. The experimental study using the simulation method analyzes the effect of this impact on the development of policy directions and negotiators' interventions. The results reveal a clear link between stereotypes about the exogroup, the process of negotiation, behaviours and attitudes of subjects: negative stereotypes reinforce a distributive strategic orientation, based on competitive interventions, pressure, rigid behaviours and unfavourable attitudes; positive stereotypes stimulate an integrative strategic orientation, based on cooperative interventions, exchanges and flexible behaviours, and favourable attitudes. We also examine the principles of how decision-making processes work and the types of agreements reached (content, arguments used, concessions made, exchanges, etc.) that determine the sharing of profits of two subjects that have stereotypes (negative or positive) about the exogroup. In conclusion, our results confirm that the outcome of a mutually acceptable agreement positively influences the content of stereotypes about the exogroup.

Keywords: international commercial negotiation; stereotypes; distributive strategic orientation and integrative strategic orientation; rigid and flexible behaviours; attitudes.; négociation internationale commerciale; stéréotypes; orientation stratégique distributive et orientation stratégique intégrative; comportements rigides et flexibles (search for similar items in EconPapers)
Date: 2014-01-24
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Published in Cahiers de psychologie politique, 2014

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