Interaction patterns in crisis negotiations: Persuasive arguments and cultural differences

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    This research examines cultural differences in negotiators' responses to rational persuasion in crisis negotiations over time. Using a new method of examining cue-response patterns, we examined 25 crisis negotiations in which police negotiators interacted with perpetrators from low- or high-context cultures. As predicted, low-context more than high-context perpetrators were found to use persuasive arguments, to reciprocate persuasive arguments, and to respond to persuasive arguments in a compromising way. These effects were partly mediated by time period, with the more normative, later period of interaction associated with larger cultural effects than the early crisis-dominated period of interaction. Further analyses found that low-context perpetrators were more likely to communicate threats, but that high-context negotiators were more likely to reciprocate them. The implications of these findings for our understanding of inter-cultural interaction are discussed.
    Original languageEnglish
    Number of pages35
    Publication statusPublished - 2 Feb 2007
    Event 20th Annual Conference of the IACM 2007 - Budapest, Hungary
    Duration: 1 Jul 20074 Jul 2007
    Conference number: 20


    Conference 20th Annual Conference of the IACM 2007


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