Skip to main content
IACM 2024

IACM 2024 Abstract Book »

Beyond Face Value: Developing the Subjective Value Inventory for Chinese Negotiators


Abstract: While the Subjective Value Inventory (SVI) has improved our understanding of and attention to subjective value in the field of negotiation research (Curhan et al., 2016), questions remain about cultural universality of the SVI given the utilization of questionnaire responses mostly restricted to residents of the New England area in the United States in the creation of the original tool. In order to bridge the gap of cultural generalizability between the American sample informing the SVI creation and a Chinese context, and to provide a model for understanding the culturally specific elements of subjective value, the present study seeks to identify Chinese-specific subjective value criteria by administering an open ended questionnaire and coding responses into different categories. Preliminary findings identify 1) face and 2) guanxi as emerging themes distinct from the original conceptualization of the SVI, underscoring the importance of cultural context in evaluating subjective value. The present study represents the first step to creating a Chinese Subjective Value Inventory.

Keywords: subjective value, negotiation, cross-cultural negotiation, China

David Hunsaker, NYU-Shanghai (Stern) (United States)
Email: david.hunsaker@nyu.edu

Alexander Keogh, Brigham Young University (United States)
Email: akeogh@byu.edu

 


Powered by OpenConf®
Copyright ©2002-2023 Zakon Group LLC