Relation annotation
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.
Created: 18 Feb 2011 by jangutteling
Last modified: 5 May 2011 by jangutteling