| 来源类型 | Monograph (IIASA Interim Report) |
| 规范类型 | 报告 |
| The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment. | |
| Kersten GE; Koeszegi S; Vetschera R | |
| 发表日期 | 1999 |
| 出版者 | IIASA, Laxenburg, Austria: IR-99-023 |
| 出版年 | 1999 |
| 语种 | 英语 |
| 摘要 | Experimental research on cross-cultural negotiations typically involves subjects negotiating in a classroom or laboratory setting. Such negotiations are brief, with a strictly imposed deadline and face-to-face. Further, the negotiations typically involve dyads from the same country. The comparisons are done on the basis of experiments replicated in several countries. Internet technologies allow for communication across the cultural frontiers. While the communication is not as rich as in the case of face-to-face discussions, it allows subjects to negotiate in an asynchronous mode and at their own pace. It is also possible to conduct anonymous negotiations for several weeks. This paper explores the implications of culture on anonymous negotiations conducted via the Web with use of INSPIRE, a Web-based negotiation support system. The negotiations involved 166 subjects from Austria, Ecuador, Finland, and Switzerland. A model to study cross-cultural negotiations is proposed and assessed based on the statistical analysis of negotiations. |
| 主题 | Decision Analysis and Support (DAS) |
| URL | http://pure.iiasa.ac.at/id/eprint/5916/ |
| 来源智库 | International Institute for Applied Systems Analysis (Austria) |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/124922 |
| 推荐引用方式 GB/T 7714 | Kersten GE,Koeszegi S,Vetschera R. The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment.. 1999. |
| 条目包含的文件 | ||||||
| 文件名称/大小 | 资源类型 | 版本类型 | 开放类型 | 使用许可 | ||
| IR-99-023.pdf（355KB） | 智库出版物 | 限制开放 | CC BY-NC-SA | 浏览 | ||
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