Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
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TY - JOUR
T1 - Interaction Patterns in Crisis Negotiations
T2 - Persuasive Arguments and Cultural Differences
AU - Giebels, Ellen
AU - Taylor, Paul J.
PY - 2009/1
Y1 - 2009/1
N2 - 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.
AB - 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.
KW - hostage negotiation
KW - cultural differences
KW - influence tactics
KW - proximity coefficient
KW - RANK-BISERIAL CORRELATION
KW - MARKOV-CHAIN ANALYSIS
KW - COMMUNICATION BEHAVIOR
KW - UNITED-STATES
KW - INTEGRATIVE NEGOTIATION
KW - SOCIAL MOTIVES
KW - EXIT OPTIONS
KW - CONFLICT
KW - SEQUENCES
KW - JAPANESE
UR - http://www.scopus.com/inward/record.url?scp=60349115059&partnerID=8YFLogxK
U2 - 10.1037/a0012953
DO - 10.1037/a0012953
M3 - Journal article
VL - 94
SP - 5
EP - 19
JO - Journal of Applied Psychology
JF - Journal of Applied Psychology
SN - 0021-9010
IS - 1
ER -