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Interaction Patterns in Crisis Negotiations:Persuasive Arguments and Cultural Differences

Giebels, Ellen and Taylor, Paul J. (2009) Interaction Patterns in Crisis Negotiations:Persuasive Arguments and Cultural Differences. Journal of Applied Psychology, 94 (1). pp. 5-19. ISSN 0021-9010

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Abstract

This research examines cultural differences in negotiators' responses to persuasive arguments in crisis (hostage) negotiations over time. Using a new method of examining cue-response patterns, the authors examined 25 crisis negotiations in which police negotiators interacted with perpetrators front low-context (LC) or high-context (HC) cultures. Compared with HC perpetrators. LC perpetrators were found to use more persuasive arguments, to reciprocate persuasive arguments in the second half of negotiations. and to respond to persuasive arguments in a compromising way. Further analyses found that LC perpetrators were more likely to communicate threats, especially in the first half of the negotiations. but that HC perpetrators were more likely to reciprocate them. The implications of these findings for our under of intercultural interaction are discussed.

Item Type: Article
Journal or Publication Title: Journal of Applied Psychology
Uncontrolled Keywords: hostage negotiation ; cultural differences ; influence tactics ; proximity coefficient ; RANK-BISERIAL CORRELATION ; MARKOV-CHAIN ANALYSIS ; COMMUNICATION BEHAVIOR ; UNITED-STATES ; INTEGRATIVE NEGOTIATION ; SOCIAL MOTIVES ; EXIT OPTIONS ; CONFLICT ; SEQUENCES ; JAPANESE
Subjects: UNSPECIFIED
Departments: UNSPECIFIED
ID Code: 49925
Deposited By: ep_importer_pure
Deposited On: 20 Sep 2011 16:45
Refereed?: Yes
Published?: Published
Last Modified: 23 Jul 2014 14:54
Identification Number:
URI: http://eprints.lancs.ac.uk/id/eprint/49925

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