Modeling Culture’s Influence On Emotion, Fixed Pie Bias, Mental Models, and Negotiation Outcomes: A U.s.-China Investigation

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Abstract: As globalization intensifies, the study of culture and negotiation has gained prominence. This study explores how Chinese and American negotiators' thinking styles relate to fixed-pie bias, compassion, and shared mental models (SMM), and how these factors impact negotiation outcomes (i.e., relational and integrative outcomes). Drawing on mental model theory and cross-cultural literature on thinking styles, the study hypothesizes relationships among holistic thinking styles, compassion, mental model adjustment (MMA), fixed-pie bias, SMM, and negotiation outcomes. The research, conducted with 210 college students (118 Chinese, 92 Americans), employs structural equation modeling and supports a mediated path model. Findings reveal culture-specific associations, such as holistic thinking styles affecting fixed-pie reduction for Americans and influencing MMA for both cultures. The study contributes nuanced insights into the interplay of cultural factors, thinking styles, and negotiation processes.

Track: NEG

Keywords: holistic thinking, fixed-pie bias, mental model adjustment, shared mental models, cross-cultural negotiation