The dangers of being overconfident: evidence from cross-cultural negotiations
Cognitive biases such as overconfidence can significantly influence negotiation dynamics and outcomes, particularly in intercultural contexts where differing cultural norms and expectations heighten the complexity of interactions. Despite its relevance, the role of overconfidence in cross-cultural n...
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| Auteurs principaux: | , , |
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| Format: | Article ou chapitre numérique |
| Langue: | Français |
| Publié: |
2026
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| Sujets: | |
| Accès en ligne: | Accès Université d'Orléans et IFPM Accès Université d'Orléans et IFPM |
| Résumé: | Cognitive biases such as overconfidence can significantly
influence negotiation dynamics and outcomes, particularly
in intercultural contexts where differing cultural norms and
expectations heighten the complexity of interactions. Despite its relevance, the role of overconfidence in cross-cultural negotiations remains underexplored. This qualitative
study investigates how perceived overconfidence affects
the negotiation process and outcomes between individuals
from different cultural backgrounds. Drawing on 15 in-depth
interviews with European negotiators, we examine their
experiences negotiating with East Asian counterparts. Our
findings indicate that the impact of overconfidence is shaped by the interplay of cultural context, situational conditions,
and the mutual perceptions of negotiation partners. Specifically, European negotiators tended to adopt win-lose strategies when they perceived their East Asian counterparts as
overconfident, suggesting that overconfidence operates as
a relational and context-dependent bias in intercultural negotiation settings. This study contributes to the literature by
highlighting the culturally contingent and interactive nature of
overconfidence in negotiations, showing that its influence is
not unidirectional but emerges through mutual perceptions
shaped by cultural and situational factors. It expands existing
research on negotiation biases by situating overconfidence
within a cross-cultural framework and emphasizing its dynamic role in shaping strategic choices and outcomes. |
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