Interaction patterns in crisis negotiations: Persuasive arguments and cultural differences.

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 from 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 understanding of intercultural interaction are discussed. (PsycINFO Database Record (c) 2009 APA, all rights reserved).

Myths and realities of female-perpetrated terrorism.

“…Although archival material of this kind is susceptible to limitations such as bias reporting and the absence of experimental control (Silke, 2001), it has proven a valuable and effective method in forensic research, particularly where access to the offending population is difficult (cf. Alison, Snook, & Stein, 2001;Giebels & Taylor, 2009;Levine, Taylor, & Best, 2011;Sageman, 2004;Wilson, 2000).…”

Talking heads : interviewing suspects from a cultural perspective

“…Although this notion is particularly embraced within the domain of "mass communication" (i.e., in advertisements or by sales people; cf. Cialdini, 2001), it is also well applicable to interpersonal situations, for instance at the dyadic level (e.g., Giebels & Taylor, 2009). In these situations, as will be highlighted in the present dissertation, the emphasis lays on the reciprocal use of influencing behaviours.…”

“…The potential power of influencing behaviour has been studied extensively in many domains of psychological research, including consumer behaviour, organisational psychology, communication theory and crisis negotiations (for overviews, see, e.g., Cialdini, 2001;Giebels & Taylor, 2009;Higgins, Judge, & Ferris, 2003;Kellerman & Cole, 1994). Although a detailed and integrative review of these various literatures is beyond the scope of the present dissertation, I will give a short overview of the different research lines.…”

“…This is important since an increasing number of suspects deviate from the mainstream's cultural background (Jennissen & Blom, 2007), and the impact of influencing behaviour has been found to be culturally specific (Fu & Yukl, 2000;Giebels & Taylor, 2009). Put differently, we propose that effective influencing is intertwined with suspects' cultural backgrounds, and therefore, the true impact of such behaviour needs to be examined from a cultural perspective.…”

Interpreting ethical challenges in military operations

“…Another limitation is related to the fact that this study was conducted within the Dutch military, a culture that can be seen as individualistic and as less sensitive to contextual variations than many other cultures (Giebels & Taylor, 2009). Vitell, Nwachukwu and Barnes (1993) suggest that cultural dimensions are likely to influence ethical considerations (e.g., societal norms and principles) and as such ethical judgment and behavior.…”