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Essay on The effects of culture in computer-mediated negotiations
Computer-mediated Communications friendships and political relations valuable, and what are their limitations? I explore the ethical possibilities and limitations imposed by the wide geographic reach and textuality of CMN, and consider how the medium sustains or alters social relations, particularly friendships and political relations.
CMN has been available as an institutional and personal communication technology for well over a decade, and has been becoming more widely available ever since its inception. It is particularly popular in the US, where computer networking was pioneered, and is increasingly popular elsewhere. The reasons for its adoption in public, academic and institutional contexts are frequently managerial decisions based on considerations of efficiency, productivity and profit, but the social advantages of CMN are also cited by many people. CMN is claimed to bring many benefits, social and personal, in fields ranging from political action and formation of friendships, to therapeutic discussion and education access.
“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 negotiators' 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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