The effects of culture in anonymous negotiations: Experiment in four countries

G. E. Kersten; S. T. Köszegi; R. Vetschera

doi:10.1109/HICSS.2002.993890

The effects of culture in anonymous negotiations: Experiment in four countries

G. E. Kersten, S. T. Köszegi, R. Vetschera

Institut für Business Decisions and Analytics

Veröffentlichungen: Beitrag in Buch › Beitrag in Konferenzband › Peer Reviewed

Abstract

Internet technologies are increasingly used in various forms of communication, including negotiations. The paper explores the cultural implications in anonymous inter- and intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. Hypotheses are formulated concerning the influence of cultural differences on negotiators' ex ante expectations concerning the negotiations and their outcomes, the negotiation atmosphere and the negotiation process. The results confirm considerable cultural differences in both expectations and process, and only weak differences in negotiation atmosphere.

Originalsprache	Englisch
Titel	Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 2002
Redakteure*innen	Ralph H. Sprague
Herausgeber (Verlag)	IEEE Computer Society Press
Seiten	418-427
Seitenumfang	10
Band	2002-January
ISBN (elektronisch)	0769514359
DOIs	https://doi.org/10.1109/HICSS.2002.993890
Publikationsstatus	Veröffentlicht - 1 Jan. 2002
Veranstaltung	35th Annual Hawaii International Conference on System Sciences, HICSS 2002 - Big Island, USA / Vereinigte Staaten Dauer: 7 Jan. 2002 → 10 Jan. 2002

Konferenz

Konferenz	35th Annual Hawaii International Conference on System Sciences, HICSS 2002
Land/Gebiet	USA / Vereinigte Staaten
Ort	Big Island
Zeitraum	7/01/02 → 10/01/02

ÖFOS 2012

502052 Betriebswirtschaftslehre

Zugriff auf Dokument

10.1109/HICSS.2002.993890

Andere Dateien und Links

http://www.scopus.com/inward/record.url?scp=84948700719&partnerID=8YFLogxK

Zitationsweisen

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title = "The effects of culture in anonymous negotiations: Experiment in four countries",

abstract = "Internet technologies are increasingly used in various forms of communication, including negotiations. The paper explores the cultural implications in anonymous inter- and intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. Hypotheses are formulated concerning the influence of cultural differences on negotiators' ex ante expectations concerning the negotiations and their outcomes, the negotiation atmosphere and the negotiation process. The results confirm considerable cultural differences in both expectations and process, and only weak differences in negotiation atmosphere.",

keywords = "Atmosphere, Business communication, Context, Cultural differences, Global communication, History, Information technology, Internet, Laboratories, Urban areas",

author = "Kersten, {G. E.} and K{\"o}szegi, {S. T.} and R. Vetschera",

year = "2002",

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booktitle = "Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 2002",

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note = "35th Annual Hawaii International Conference on System Sciences, HICSS 2002 ; Conference date: 07-01-2002 Through 10-01-2002",

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Kersten, GE, Köszegi, ST & Vetschera, R 2002, The effects of culture in anonymous negotiations: Experiment in four countries. in RH Sprague (Hrsg.), Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 2002. Bd. 2002-January, 993890, IEEE Computer Society Press, S. 418-427, 35th Annual Hawaii International Conference on System Sciences, HICSS 2002, Big Island, USA / Vereinigte Staaten, 7/01/02. https://doi.org/10.1109/HICSS.2002.993890

The effects of culture in anonymous negotiations : Experiment in four countries. / Kersten, G. E.; Köszegi, S. T.; Vetschera, R.

Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 2002. Hrsg. / Ralph H. Sprague. Band 2002-January IEEE Computer Society Press, 2002. S. 418-427 993890.

Veröffentlichungen: Beitrag in Buch › Beitrag in Konferenzband › Peer Reviewed

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AB - Internet technologies are increasingly used in various forms of communication, including negotiations. The paper explores the cultural implications in anonymous inter- and intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. Hypotheses are formulated concerning the influence of cultural differences on negotiators' ex ante expectations concerning the negotiations and their outcomes, the negotiation atmosphere and the negotiation process. The results confirm considerable cultural differences in both expectations and process, and only weak differences in negotiation atmosphere.

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KW - History

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