Abstract
The ability to understand national cultural differences in negotiations can determine the success or failure of international endeavours (Vieregge and Quick, 2010). As the popularity of computer-mediated communication increases, the importance of appropriate and advantageous behaviours in international negotiation approaches has increased accordingly. Currently, there is limited empirical evidence supporting international negotiations in computer-mediated communications. This study examines the impact on how outcomes, satisfaction, and negotiation styles are affected between Germany and the United States within text and video computer-mediated communication platforms.
By establishing what both nationalities should anticipate when approaching computer-mediated negotiations, both the United States and Germany can provide themselves advantages in terms of projected behaviours, mediums to employ, and outcomes for success and satisfaction. By using an experimental negotiation simulation where participants take the role of employer and employee negotiating an employment contract, a post negotiation questionnaire designed to measure satisfaction and a conflict mode tool designed to establish style of negotiation; this study found: 1. Germany experienced greater negotiation success when using a text medium while the United States experienced greater success in a video-graphic medium. 2. Germany outperformed the United States in both video-graphic and text mediums. 3. Germany and the United States both experienced higher post-negotiation satisfaction using the video-graphic medium as opposed to the text medium. 4. Germany has a tendency towards assertive negotiations while the United States has a tendency towards cooperative negotiations. 5. Germany and the United States exhibited high levels of compromise given the video-graphic negotiation medium.
With increasing rapport developing between Germany and the United States, the findings of this study are anticipated to add value and advancement to the fields of negotiation research and international organisational communications.
By establishing what both nationalities should anticipate when approaching computer-mediated negotiations, both the United States and Germany can provide themselves advantages in terms of projected behaviours, mediums to employ, and outcomes for success and satisfaction. By using an experimental negotiation simulation where participants take the role of employer and employee negotiating an employment contract, a post negotiation questionnaire designed to measure satisfaction and a conflict mode tool designed to establish style of negotiation; this study found: 1. Germany experienced greater negotiation success when using a text medium while the United States experienced greater success in a video-graphic medium. 2. Germany outperformed the United States in both video-graphic and text mediums. 3. Germany and the United States both experienced higher post-negotiation satisfaction using the video-graphic medium as opposed to the text medium. 4. Germany has a tendency towards assertive negotiations while the United States has a tendency towards cooperative negotiations. 5. Germany and the United States exhibited high levels of compromise given the video-graphic negotiation medium.
With increasing rapport developing between Germany and the United States, the findings of this study are anticipated to add value and advancement to the fields of negotiation research and international organisational communications.
Original language | English |
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Qualification | Master of Science |
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Award date | 15 Dec 2016 |
Publication status | Submitted - 1 Sept 2016 |