Cultural values in conflict management: Goal orientation, goal attainment, and tactical decision

Kenichi Obuchi, Osamu Fukushima, James T. Tedeschi

    Research output: Contribution to journalArticlepeer-review

    146 Citations (Scopus)

    Abstract

    Americans (individualists) and Japanese (collectivists) were asked to rate their conflict experiences in terms of goal orientation, goal attainment, tactics, and outcome satisfaction. Individualists preferred assertive tactics, whereas collectivists preferred avoidance tactics. The results regarding goal orientation showed that individualists were strongly oriented toward achieving justice, but collectivists were more motivated by a concern for relationships with others. The finding that attainment of a justice goal did not strongly satisfy the Americans suggests that justice is an instrumental value and not a terminal value in conflict situations.

    Original languageEnglish
    Pages (from-to)51-71
    Number of pages21
    JournalJournal of Cross-Cultural Psychology
    Volume30
    Issue number1
    DOIs
    Publication statusPublished - 1999 Jan 1

    ASJC Scopus subject areas

    • Social Psychology
    • Cultural Studies
    • Anthropology

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