THE EFFECTS OF CULTURE IN COMPUTER-MEDIATED NEGOTIATIONS
Why this work is in the frame
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Bibliographic record
Abstract
The paper explores the impact of culture on anonymous inter- and intracultural negotiations conducted via the Internet using a Web-based negotiation support system (NSS). In e-negotiations, technology acts as a moderator in the relationship between culture and negotiation behavior. This implies that patterns of cultural impact on negotiations can be different from face-to-face negotiations. Communication technology reduces the transmission of social cues and increases the importance of explicit communication. Thus, cultural dimensions such as power distance, which rely on social cues, are reduced in their impact, while the impact of communication-related dimensions of cultures such as high vs. low context is amplified by the system. The empirical analysis of these effects is based on a set of bilateral negotiations involving 1366 participants carried out with the Web-based NSS Inspire. It indicates a significant influence of culture, particularly regarding negotiatorsâ expectations. We also found significant cultural differences with regard to communication patterns emerging during the negotiation process and outcomes of negotiations. Our results also indicate that as the negotiation process progresses, individual differences between negotiators, including their approach to problem solving, become more important than their cultural characteristics.
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Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.003 | 0.004 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.000 |
| Science and technology studies | 0.000 | 0.000 |
| Scholarly communication | 0.000 | 0.001 |
| Open science | 0.000 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| Insufficient payload (model declined to judge) | 0.000 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from it