讲座嘉宾：宁波诺丁汉大学商学院 李涵
讲座主持：yl23411永利 莫申江
讲座地点：yl23411永利会议室A723
讲座标题（Title）：Information Exchange in Negotiations: Trust Level, Trust Radius, and Harmony Concern in East Asia versus West
讲座摘要（Abstract）:
Decades of negotiation research support the theory linking trust and integrative negotiations: high levels of trust foster cooperation, which manifests in information exchange about interests and priorities, ultimately leading to insight and joint gains. In this research, we present a meta-analysis (Study 1) demonstrating that this Western-centric model may not generalize to non-Western cultures. To better understand the processes underlying integrative negotiations in East Asian cultures, we introduce two constructs to the theory. “Trust radius” refers to the width of the social circle within which people are willing to trust and cooperate. “Harmony concern” refers to the intention to cultivate and maintain a harmonious relationship that avoids conflict and discord with others. 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 than in non-Western cultures, moderates the relationship between trust level and information exchange. We also find that harmony concern, rather than trust level, directly predicts information exchange in East Asian cultures but not in Western cultures. This research offers a novel perspective on the cultural differences between the West and East Asia in negotiation processes. It also highlights the theoretical distinction between trust level and trust radius in social contexts where people encounter unfamiliar counterparts.
嘉宾简介（Bio）:
Han Li (han-li@nottingham.edu.cn) is an Assistant Professor in Organisational Behaviour at the Nottingham University Business School China. She received 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 research papers in Academy of Management Journal and Journal of Business Ethics.
李涵(han-li@nottingham.edu.cn)是宁波诺丁汉大学商学院的组织行为学助理教授。她本科毕业于yl23411永利，博士毕业于北京大学光华yl23411永利。她的研究兴趣包括谈判中的信息交换，文化与信任，以及亲组织不道德行为。她在Academy of Management Journal 和 Journal of Business Ethics等期刊上发表文章。
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