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| Title: |
At the Crossroads of Technology and Culture: Social Influence, Information Sharing, and Sense-making Processes During Negotiations |
| Discipline: |
Organizational Behavior |
| Date: |
12/2004 |
| Download: |
DOWNLOAD PAPER |
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Executive Summary:
Current work on cross-cultural negotiations has focused on the importance of negotiation schemas and scripts. Yet, another stream of research has examined the role of technology, in particular the influence of communication media, on negotiation process and outcomes. These parallel streams of research suggest that both culture and communication media influence the type and quantity of information exchanged during negotiations as well as how the parties attend to, interpret, and act upon that information. Relatively little work, however, has examined how culture and communication media might influence negotiation process and outcomes when present together. In this chapter, we examine how culture and communication media interact to influence negotiator cognitions and behavior in intra-cultural negotiations. Relying on recent work on cross-cultural differences in negotiation schemas and behaviors, we explore how culture and communication media affect social influence and information-sharing processes during negotiations. Second, we examine how these same processes impact information exchange, and outcomes in integrative negotiations that require the elicitation and integration of diverse information. |
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