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

Department of Business Decisions and Analytics

Publications: Contribution to book › Contribution to proceedings › 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.

Original language	English
Title of host publication	Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 2002
Editors	Ralph H. Sprague
Publisher	IEEE Computer Society Press
Pages	418-427
Number of pages	10
Volume	2002-January
ISBN (Electronic)	0769514359
DOIs	https://doi.org/10.1109/HICSS.2002.993890
Publication status	Published - 1 Jan 2002
Event	35th Annual Hawaii International Conference on System Sciences, HICSS 2002 - Big Island, United States Duration: 7 Jan 2002 → 10 Jan 2002

Conference

Conference	35th Annual Hawaii International Conference on System Sciences, HICSS 2002
Country/Territory	United States
City	Big Island
Period	7/01/02 → 10/01/02

Austrian Fields of Science 2012

502052 Business administration

Keywords

Atmosphere
Business communication
Context
Cultural differences
Global communication
History
Information technology
Internet
Laboratories
Urban areas

Access to Document

10.1109/HICSS.2002.993890

Cite this

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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.",

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booktitle = "Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 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 (ed.), Proceedings of the 35th Annual Hawaii International Conference on System Sciences, HICSS 2002. vol. 2002-January, 993890, IEEE Computer Society Press, pp. 418-427, 35th Annual Hawaii International Conference on System Sciences, HICSS 2002, Big Island, United States, 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. ed. / Ralph H. Sprague. Vol. 2002-January IEEE Computer Society Press, 2002. p. 418-427 993890.

Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

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

Abstract

Conference

Austrian Fields of Science 2012

Keywords

Access to Document

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