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

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Group Decision and Negotiation in an Uncertain World (GDN 2018)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 315))

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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.

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Notes

  1. 1.

    We are indebted to one of the reviewers who pointed out that organizational culture may have a moderating effect on the national culture.

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Acknowledgements

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.

Author information

Authors and Affiliations

  1. University of Economics in Katowice, ul. 1 Maja 50, 40-287, Katowice, Poland

    Tomasz Wachowicz

  2. J. Molson School of Business, Concordia University, Montreal, Canada

    Gregory E. Kersten

  3. Faculty of Economy and Management, University of Bialystok, Bialystok, Poland

    Ewa Roszkowska

Authors
  1. Tomasz Wachowicz
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  2. Gregory E. Kersten
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  3. Ewa Roszkowska
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Corresponding author

Correspondence to Tomasz Wachowicz .

Editor information

Editors and Affiliations

  1. Nanjing University of Aeronautics and Astronautics, Nanjing, China

    Ye Chen

  2. Concordia University, Montreal, QC, Canada

    Gregory Kersten

  3. University of Vienna, Vienna, Austria

    Rudolf Vetschera

  4. Nanjing University of Aeronautics and Astronautics, Nanjing, Jiangsu, China

    Haiyan Xu

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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. https://doi.org/10.1007/978-3-319-92874-6_7

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  • DOI: https://doi.org/10.1007/978-3-319-92874-6_7

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