Wachowicz T., Kersten G.E., Roszkowska E. (2018) Some Methodological Considerations for the Organization and Analysis of Inter- and Intra-cultural Negotiation Experiments. In: Chen Y., Kersten G., Vetschera R., Xu H. (eds) Group Decision and Negotiation in an Uncertain World. GDN 2018. Lecture Notes in Business Information Processing, vol 315. Springer, Cham

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. Keywords National culture Individual culture Instructions Pre-negotiation Negotiation outcomes Online negotiation Negotiation experiments.

Praca dostępna jest pod linkiem: https://link.springer.com/chapter/10.1007/978-3-319-92874-6_7