Cognitive Schemata in Experienced Negotiators: A Comparison Across Cultures, Industries, and Skill Levels

2020 Fiscal Year Final Research Report

• Project/Area Number: 17K03877
• Research Category: Grant-in-Aid for Scientific Research (C)
• Allocation Type: Multi-year Fund
• Section: 一般
• Research Field: Management
• Research Institution: Kyoto University
• Principal Investigator: Baber William 京都大学, 経営管理研究部, 准教授 (70573012)
• Project Period (FY): 2017-04-01 – 2021-03-31
• Keywords: Negotiation / Conflict Management / Management Science / Organizational Behavior

Outline of Final Research Achievements

Results include best practices of high performing negotiators with deep experience in Japanese business and government. Additionally, the schemata, or mindsets, in place among these high performing negotiators were identified and examined. These fruits have made their way into negotiation teaching materials in my courses. Other research output：Baber, W. W. (2018). Team Positions in Negotiation. In Proceedings of the 18th International Conference on Group Decision and Negotiation. pp 461-468.
Book chapter:　Baber, W. W. (2019). Glover the Scotsman in Nagasaki: An industrialization deal in 1868 Japan. In Landmark Negotiations from around the World. Ed. E. Vivet. Intersentia: Cambridge, UK. Pp. 219-228. DOI: 10.14989/245552　Journal articles in progress:
An article on insights from leading negotiators in relation to Japan and Japanese negotiators.　A quantitative analysis of the survey data. This article will be with Dr. Michele Griessmair, University of Vienna.

Free Research Field

Management Science, Negotiation

Academic Significance and Societal Importance of the Research Achievements

Social significance: learning by emulation of high performance behaviors improves self-efficacy which in turn improves performance and confidence.
Academic: Better understanding of cognitive schemata in negotiation and communication.