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2018 | OriginalPaper | Chapter

Some Methodological Considerations for the Organization and Analysis of Inter- and Intra-cultural Negotiation Experiments

Authors : Tomasz Wachowicz, Gregory E. Kersten, Ewa Roszkowska

Published in: Group Decision and Negotiation in an Uncertain World

Publisher: Springer International Publishing

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Abstract

In this paper we analyze some problems related to the design and analysis of the inter- and intra-cultural online negotiation experiments in which university students participate. We discuss factors that may impact the negotiation performance. Apart from national culture, which is an evident factor the impact of which is traditionally measured in cross-country negotiations, we discuss also the potential influences of university or students’ individual or group culture. When analyzing the negotiation performance, we focus not only on the bargaining process, but also on the pre-negotiation preparation. The paper provides a statistical analysis of the negotiation experiments organized in Inspire, which – unfortunately – were not designed to study all the issues raised in the paper, yet allow us to capture some of the ideas and notions discussed.

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previous chapter Impact of Negotiators’ Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations
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Footnotes
1
We are indebted to one of the reviewers who pointed out that organizational culture may have a moderating effect on the national culture.
 
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Metadata
Title
Some Methodological Considerations for the Organization and Analysis of Inter- and Intra-cultural Negotiation Experiments
Authors
Tomasz Wachowicz
Gregory E. Kersten
Ewa Roszkowska
Copyright Year
2018
Book
Group Decision and Negotiation in an Uncertain World

Print ISBN: 978-3-319-92873-9

Electronic ISBN: 978-3-319-92874-6

Copyright Year: 2018

DOI
https://doi.org/10.1007/978-3-319-92874-6_7

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