Cultural Differences and Crisis Negotiations: An Experimental Investigation
34 Pages Posted: 27 Jul 2003
Cross-cultural and intercultural research has shown that individuals from unlike cultures negotiate differently. Recent studies have begun to identify how different dimensions of culture influence the process and outcomes of negotiation. Research about international conflicts has highlighted a variety of intertwined dimensions of culture (values, norms, rituals, patterns of communication) that may hamper negotiation (Cohen, 1991, 1994), but has not delineated their specific associations with elements of negotiation. To what extent do cultural values influence or mediate negotiators' outcomes in international negotiation during a crisis? In this experimental cross-cultural study we investigate the influence of a negotiator's value priorities in interaction with asymmetric power relations on the outcomes of a simulated international crisis. American and Israeli university students serve as the subject pool to ascertain cultural impacts on negotiation outcomes. We examine the relationship of cultural values, roles, and outcomes on two levels: those of the national group and the individual. We find differences between the average outcomes of the Israeli and American students and ascertain that differences in cultural values relate to these differences in outcomes.
Keywords: Negotiation, culture, crisis
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