Interaction patterns in crisis negotiations
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Created by: Jan Gutteling
Description: 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.
Related resources
Documents
Beune, Giebels, Taylor. Patterns of Interaction in Police Interviews
Published in: Criminal Justice and Behavior, 2010 37 (8), 904-925.

doi: 10.1177/0093854810369623
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Article
Interaction patterns in crisis negotiations: persuasive arguments and cultural differences Select | View ]
Article
Organizations
centre for Conflict, Risk, and Safety Perception (iCRiSP) Select | View ]
Research group
Lancaster University, Department of Psychology Select | View ]
Department
University of Twente, Department Conflict, Risk, and Safety Select | View ]
Department
Persons
Ellen Giebels Select | View ]
Academic staff
Paul Taylor Select ]
Academic staff
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On "Beune, Giebels, Taylor. Patterns of Interaction in Police Interviews Published in: Criminal Justice and Behavior, 2010 37 (8), 904-925. doi: 10.1177/0093854810369623" cites "Interaction patterns in crisis negotiations: persuasive arguments and cultural differences" Select ]
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On "centre for Conflict, Risk, and Safety Perception (iCRiSP)" created "Interaction patterns in crisis negotiations: persuasive arguments and cultural differences" Select ]
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On "centre for Conflict, Risk, and Safety Perception (iCRiSP)" has member "Ellen Giebels" Select ]
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On "Interaction patterns in crisis negotiations: persuasive arguments and cultural differences" topic "cultural differences influence tactics proximity coefficient hostage negotiation" Select ]
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On "Interaction patterns in crisis negotiations: persuasive arguments and cultural differences" topic "iCRiSP Research theme: Conflict and crisis management" Select ]
Relation annotation
On "Lancaster University, Department of Psychology" has member "Paul Taylor" Select ]
Relation annotation
Topics
cultural differences
influence tactics
proximity coefficient
hostage negotiation
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Topic
iCRiSP Research theme: Conflict and crisis management Select ]
Research topic
Created: 16 Feb 2011 by admin
Last modified: 25 Oct 2011 by jangutteling