Cultural Differences and Crisis Negotiations: An Experimental Investigation

34 Pages Posted: 27 Jul 2003

See all articles by Jo-Ann Harrison

Jo-Ann Harrison

University of Maryland - Center for International Development & Conflict Management; Bar-Ilan University - Pinchas Churgin School of Education

Kathleen Young

University of Maryland - Department of Government & Politics

Amy Pate

University of Maryland - Department of Government & Politics

Victor Asal

University of Maryland - Department of Government & Politics

Abstract

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

Suggested Citation

Harrison, Jo-Ann and Young, Kathleen and Pate, Amy and Asal, Victor, Cultural Differences and Crisis Negotiations: An Experimental Investigation. Available at SSRN: https://ssrn.com/abstract=417582 or http://dx.doi.org/10.2139/ssrn.417582

Jo-Ann Harrison

University of Maryland - Center for International Development & Conflict Management ( email )

0145 Tydings Hall
College Park, MD 20742
United States

Bar-Ilan University - Pinchas Churgin School of Education ( email )

Israel

Kathleen Young (Contact Author)

University of Maryland - Department of Government & Politics ( email )

3140 Tydings Hall
College Park, MD 20742
United States

Amy Pate

University of Maryland - Department of Government & Politics ( email )

3140 Tydings Hall
College Park, MD 20742
United States

Victor Asal

University of Maryland - Department of Government & Politics ( email )

3140 Tydings Hall
College Park, MD 20742
United States

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