Norms, Culture, and Cognitive Patterns in Foreign Aid Negotiations

Elgström, Ole

doi:10.1111/j.1571-9979.1990.tb00565.x

Cited by 12 publications

(4 citation statements)

References 17 publications

(7 reference statements)

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“…The results of the experiment not only confirm that "culture influences negotiation through its effects on communication" [9], but also suggest a broader scope of these influences. Electronic negotiations do not remove the cultural influences; culture affects their expectations and behaviour, and it impacts the participants' use of the communication and analytical tools..…”

Section: Introductionsupporting

confidence: 52%

The effects of culture in anonymous negotiations: experiment in four countries

Kersten

Köszegi²,

Vetschera³

Proceedings of the 35th Annual Hawaii International Conference on System Sciences

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Internet technologies are increasingly used in various forms of communication, including negotiations. This paper explores the cultural implications in anonymous inter-and intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. Hypotheses are formulated concerning the influence of cultural differences on negotiators ex ante expectations concerning the negotiations and their outcomes, the negotiation atmosphere and the negotiation process. The results confirm considerable, cultural differences in both expectations and process, and only weak ones in atmosphere.

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Section: Introductionsupporting

confidence: 52%

The effects of culture in anonymous negotiations: experiment in four countries

Kersten

Köszegi²,

Vetschera³

Proceedings of the 35th Annual Hawaii International Conference on System Sciences

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“…Conflict resolution negotiations usually take place between a high-power and a low-power group. This need not always accrue to the disadvantage of the weaker party, as has been exhibited in some foreign aid negotiations (Elgstrom, 1990). Because of asymmetric power relations, political conflicts stimulate strong emotions of rage and fear, psychological states that are common among many low-power groups (Deutsch, 1973).…”

Section: Internal Political Conflictmentioning

confidence: 99%

Social psychological dimensions of political conflict resolution in the Philippines.

Montiel¹

1995

Peace and Conflict: Journal of Peace Psychology

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In this article, the psychological dimensions of internal political conflicts are discussed, and Philippine ways of resolving such violence-prone social eruptions are examined. Internal conflicts are characterized by power asymmetry, duress and hypervigilance, and multiplier effects of resolution outcome. Philippine internal conflict is expressed in three modes: the electoral mode, street politics, and the underground. Data gathered from peace bargaining during coup attempts show that Philippine approaches to conflict resolution are marked with smooth interpersonal harmony, intense emotions, personalized trustworthiness, and Catholic-influenced interventions.

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“…Tales percepcio, nes han demostrado ser perjudiciales para el proceso de negociación. 53 Es importante integrar equipos experimentados y, al hacerlo, tomar en cuenta el nivel de experticia de los integrantes del equipo negociador de la contraparte. 53 Véase las lecciones aprendidas en las negociaciones de las bases militares norteamericanas en DRUCKMAN, D. «Three Cases of Base Rights Negotiations: Lessons Learned».…”

Section: Narrativa 4 Culturaunclassified

Negociación de la teoría a la práctica

Druckman¹,

Choque²

2022

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La negociación como proceso para la resolución de conflictos y como proceso de interrelación ha recibido, en los últimos años, considerable atención por parte de diversas instituciones que han desarrollado fundamentalmente actividades de capacitación en técnicas de negociación, teniendo incidencia en el campo empresarial. La atención que ha provocado el tema se ha visto estimulada, también, por otros procesos de institucionalización de mecanismos de resolución de conflictos tales como la mediación, conciliación y arbitraje, al igual que por una creciente necesidad de fomentar espacios de diálogo entre representantes de la sociedad civil y el Estado para tomar decisiones consensuadas sobre asuntos de alta importancia social y económica.

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Norms, Culture, and Cognitive Patterns in Foreign Aid Negotiations

Cited by 12 publications

References 17 publications

The effects of culture in anonymous negotiations: experiment in four countries

The effects of culture in anonymous negotiations: experiment in four countries

Social psychological dimensions of political conflict resolution in the Philippines.

Negociación de la teoría a la práctica

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