The Effects of Culture in Anonymous Negotiations A Four Countries Experiment.pdf

Schlossplatz 1 • A-2361 Laxenburg • Austria Telephone: (+43 2236) 807 342 • Fax: (+43 2236) 713 13 E-mail: publications@iiasa.ac.at • Internet: www.iiasa.ac.at Interim Report IR-99-023 The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment Gregory Kersten(kersten@iiasa.ac.at) Sabine Köszegi(sk@org1.bwl.univie.ac.at) Rudolf Vetschera(Rudolf.Vetschera@univie.ac.at) Approved by Freerk Lootsma Project Leader, Decision Analysis and Support Project July 2, 1999 Interim Reports on work of the International Institute for Applied Systems Analysis receive only limited review. Views or opinions expressed herein do not necessarily represent those of the Institute, its National Member Organizations, or other organizations supporting the work. Contents 1. Introduction 1 1.1 Studies of cross-cultural negotiations2 1.2 Previous results3 2. Framework3 2.1 Model overview4 2. 2 Culture and other characteristics 4 2.2.1 Individualistic and collectivist cultures5 2.2.2 Power distance5 2.2.3 Masculinity-femininity5 2.2.4 Context 5 2.2.5 Time: Monochronicity vs. Polychronicity6 2.3 Situational constraints and expectations6 2.4 Process and atmosphere7 2.5 Results and post-negotiation assessments 7 3. Hypotheses 7 4. Negotiators and negotiations10 4.1 The case10 4.2 Negotiations via INSPIRE12 4.2.1 Analysis phase12 4.2.2 Conduct of negotiations13 4.2.3 Post-settlement 13 ii 4.3 Participants 13 4. 4 Variables14 5. Analysis17 5. 1 Direct implications of culture17 5.1.1 Influence of culture on expectations (H1)17 5.1.2 I