Interaction patterns in crisis negotiations: persuasive arguments and cultural differences View ]
Description: Published in: Journal of Applied Psychology, 2009, 94 (1), 5-19.
Date: 2009
Abstract: This research examines cultural differences in negotiators’ responses to persuasive
arguments in crisis (hostage) negotiations over time. Using a new method of examining cueresponse patterns, we examined 25 crisis negotiations in which police negotiators interacted with perpetrators from low- or high-context cultures. Compared to high-context perpetrators, low-context 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 low-context perpetrators were more likely to communicate threats, especially in the first half of the negotiations, but that high-context perpetrators were more likely to reciprocate them. The implications of these findings for our understanding of inter-cultural interaction are discussed.
Cited by
View relation annotation
Beune, Giebels, Taylor. Patterns of Interaction in Police Interviews
Published in: Criminal Justice and Behavior, 2010 37 (8), 904-925.

doi: 10.1177/0093854810369623
Select | View ]
Created by
View relation annotation
centre for Conflict, Risk, and Safety Perception (iCRiSP) Select | View ]
Research group
Ellen Giebels Select | View ]
Academic staff
Paul Taylor Select ]
Academic staff
View relation annotation
cultural differences
influence tactics
proximity coefficient
hostage negotiation
Select ]
View relation annotation
iCRiSP Research theme: Conflict and crisis management Select ]
Research topic
Created: 18 Feb 2011 by jangutteling
Last modified: 25 Oct 2011 by jangutteling