The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment

G.E. Kersten, S. Koeszegi and R. Vetschera

Working Papers from International Institute for Applied Systems Analysis

Abstract: Experimental research on cross-cultural negotiations typically involves subjects negotiating in a classroom or laboratory setting. Such negotiations are brief, with a strictly imposed deadline and face-to-face. Further, the negotiations typically involve dyads from the same country. The comparisons are done on the basis of experiments replicated in several countries. Internet technologies allow for communication across the cultural frontiers. While the communication is not as rich as in the case of face-to-face discussions, it allows subjects to negotiate in an asynchronous mode and at their own pace. It is also possible to conduct anonymous negotiations for several weeks. This paper explores the implications of culture on anonymous negotiations conducted via the Web with use of INSPIRE, a Web-based negotiation support system. The negotiations involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. A model to study cross-cultural negotiations is proposed and assessed based on the statistical analysis of negotiations.

Date: 1999-07
New Economics Papers: this item is included in nep-cdm, nep-cmp, nep-exp, nep-his and nep-ind
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
http://www.iiasa.ac.at/Publications/Documents/IR-99-023.pdf (application/pdf)
Our link check indicates that this URL is bad, the error code is: 404 Not Found (http://www.iiasa.ac.at/Publications/Documents/IR-99-023.pdf [301 Moved Permanently]--> https://www.iiasa.ac.at/Publications/Documents/IR-99-023.pdf [301 Moved Permanently]--> https://iiasa.ac.at//Publications/Documents/IR-99-023.pdf [302 Found]--> https://iiasa.ac.at/Publications/Documents/IR-99-023.pdf)
http://www.iiasa.ac.at/Publications/Documents/IR-99-023.ps (application/postscript)
Our link check indicates that this URL is bad, the error code is: 404 Not Found (http://www.iiasa.ac.at/Publications/Documents/IR-99-023.ps [301 Moved Permanently]--> https://www.iiasa.ac.at/Publications/Documents/IR-99-023.ps [301 Moved Permanently]--> https://iiasa.ac.at//Publications/Documents/IR-99-023.ps [302 Found]--> https://iiasa.ac.at/Publications/Documents/IR-99-023.ps)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:wop:iasawp:ir99023

Access Statistics for this paper

More papers in Working Papers from International Institute for Applied Systems Analysis Contact information at EDIRC.
Bibliographic data for series maintained by Thomas Krichel ().