Some Methodological Considerations for the Organization and Analysis of Inter- and Intra-cultural Negotiation Experiments

  • Tomasz WachowiczEmail author
  • Gregory E. Kersten
  • Ewa Roszkowska
Conference paper
Part of the Lecture Notes in Business Information Processing book series (LNBIP, volume 315)


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.


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



We wish to thank two reviewers who provided valuable comments and suggestions to an earlier version of the paper. This research was supported by the grant from Polish National Science Centre (2016/21/B/HS4/01583) and from the Natural Sciences and Engineering Canada.


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Copyright information

© Springer International Publishing AG, part of Springer Nature 2018

Authors and Affiliations

  • Tomasz Wachowicz
    • 1
    Email author
  • Gregory E. Kersten
    • 2
  • Ewa Roszkowska
    • 3
  1. 1.University of Economics in KatowiceKatowicePoland
  2. 2.J. Molson School of BusinessConcordia UniversityMontrealCanada
  3. 3.Faculty of Economy and ManagementUniversity of BialystokBialystokPoland

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