Differences between the Purposes of the Dominance Search Model and the Acceptable Decision-Making Search Model
Abstract
This study clarifies the differences in the decision-making processes between the dominance search model and the acceptable decision-making search model. For this purpose, we analyzed the behavioral patterns of the two decision-making models based on empirical decision-making cases. We found that, although the upper purposes of decision-making are the same, the two models have fundamentally different lower purposes and, hence, their decision-making pro-cesses are very different. Additionally, the lower decision-making purposes of both models are conceptually defined as explicit and implicit, and their differences derive from the behavioral patterns between Japanese and Westerners based on the research results of Nisbett. This re-search is a very important topic for smooth consensus building with people who have different ways of thinking and so on. This is not only an academic contribution to clarify the nature of cross-cultural decision-making, but also useful in discussing effective approaches to negotiation in business.
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