Modeling power distance and individualism-collectivism in negotiation team dynamics

Victor Sanchez-Anguix; Tinglong Dai; Zhaleh Semnani-Azad; Katia Sycara; Vicente Botti

doi:10.1109/HICSS.2012.436

Modeling power distance and individualism-collectivism in negotiation team dynamics

Victor Sanchez-Anguix, Tinglong Dai, Zhaleh Semnani-Azad, Katia Sycara, Vicente Botti

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding › peer-review

11 Citations (Scopus)

Abstract

It has been documented in the social sciences that cultural factors affect how people negotiate and behave in negotiations. Despite the importance of culture in the business world and politics, there is a lack of computational models that help to analyze how cultural factors affect negotiation. Moreover, while many negotiations take place between teams, there is a dearth of computational models for team negotiations. In this paper we present the first attempt to provide a computational model which takes into account cultural factors in a team negotiation setting. The model considers how two important cultural dimensions, power distance and individualism/collectivism, affect team negotiation dynamics and negotiation outcomes. We conducted experiments in high/low intra-team conflict scenarios. The results are compatible with social sciences findings from team decision making.

Original language	English
Title of host publication	45 Hawaii International Conference on System Sciences (HICSS-45)
Publisher	IEEE
Pages	628-637
Number of pages	10
ISBN (Electronic)	978-0-7695-4525-7
ISBN (Print)	978-1-4577-1925-7
DOIs	https://doi.org/10.1109/HICSS.2012.436
Publication status	Published - 9 Feb 2012
Event	Hawaii International Conference on System Sciences - Maui, United States Duration: 4 Jan 2012 → 7 Jan 2012 Conference number: 45 http://www.ieee.org/conferences_events/conferences/conferencedetails/index.html?Conf_ID=19829

Publication series

Name
ISSN (Print)	1530-1605
ISSN (Electronic)	1530-1605

Conference

Conference	Hawaii International Conference on System Sciences
Abbreviated title	HICSS
Country/Territory	United States
City	Maui
Period	4/01/12 → 7/01/12
Internet address	http://www.ieee.org/conferences_events/conferences/conferencedetails/index.html?Conf_ID=19829

Keywords

Cultural differences
Computational modeling
Humans
Decision making
Proposals
Biological system modeling
Organizations
cultural aspects
decision making
power distance Modeling
negotiation team dynamics
computational models
cultural factors
negotiation
multi-agent systems

Access to Document

10.1109/HICSS.2012.436

Cite this

@inproceedings{ea88e6931f5e4f1f867939330a9ab96f,

title = "Modeling power distance and individualism-collectivism in negotiation team dynamics",

abstract = "It has been documented in the social sciences that cultural factors affect how people negotiate and behave in negotiations. Despite the importance of culture in the business world and politics, there is a lack of computational models that help to analyze how cultural factors affect negotiation. Moreover, while many negotiations take place between teams, there is a dearth of computational models for team negotiations. In this paper we present the first attempt to provide a computational model which takes into account cultural factors in a team negotiation setting. The model considers how two important cultural dimensions, power distance and individualism/collectivism, affect team negotiation dynamics and negotiation outcomes. We conducted experiments in high/low intra-team conflict scenarios. The results are compatible with social sciences findings from team decision making.",

keywords = "Cultural differences, Computational modeling, Humans, Decision making, Proposals, Biological system modeling, Organizations, cultural aspects, decision making, power distance Modeling, negotiation team dynamics, computational models, cultural factors, negotiation, multi-agent systems",

author = "Victor Sanchez-Anguix and Tinglong Dai and Zhaleh Semnani-Azad and Katia Sycara and Vicente Botti",

year = "2012",

month = feb,

day = "9",

doi = "10.1109/HICSS.2012.436",

language = "English",

isbn = "978-1-4577-1925-7",

publisher = "IEEE",

pages = "628--637",

booktitle = "45 Hawaii International Conference on System Sciences (HICSS-45)",

address = "United States",

note = "Hawaii International Conference on System Sciences, HICSS ; Conference date: 04-01-2012 Through 07-01-2012",

url = "http://www.ieee.org/conferences_events/conferences/conferencedetails/index.html?Conf_ID=19829",

}

TY - GEN

T1 - Modeling power distance and individualism-collectivism in negotiation team dynamics

AU - Sanchez-Anguix, Victor

AU - Dai, Tinglong

AU - Semnani-Azad, Zhaleh

AU - Sycara, Katia

AU - Botti, Vicente

N1 - Conference code: 45

PY - 2012/2/9

Y1 - 2012/2/9

N2 - It has been documented in the social sciences that cultural factors affect how people negotiate and behave in negotiations. Despite the importance of culture in the business world and politics, there is a lack of computational models that help to analyze how cultural factors affect negotiation. Moreover, while many negotiations take place between teams, there is a dearth of computational models for team negotiations. In this paper we present the first attempt to provide a computational model which takes into account cultural factors in a team negotiation setting. The model considers how two important cultural dimensions, power distance and individualism/collectivism, affect team negotiation dynamics and negotiation outcomes. We conducted experiments in high/low intra-team conflict scenarios. The results are compatible with social sciences findings from team decision making.

AB - It has been documented in the social sciences that cultural factors affect how people negotiate and behave in negotiations. Despite the importance of culture in the business world and politics, there is a lack of computational models that help to analyze how cultural factors affect negotiation. Moreover, while many negotiations take place between teams, there is a dearth of computational models for team negotiations. In this paper we present the first attempt to provide a computational model which takes into account cultural factors in a team negotiation setting. The model considers how two important cultural dimensions, power distance and individualism/collectivism, affect team negotiation dynamics and negotiation outcomes. We conducted experiments in high/low intra-team conflict scenarios. The results are compatible with social sciences findings from team decision making.

KW - Cultural differences

KW - Computational modeling

KW - Humans

KW - Decision making

KW - Proposals

KW - Biological system modeling

KW - Organizations

KW - cultural aspects

KW - decision making

KW - power distance Modeling

KW - negotiation team dynamics

KW - computational models

KW - cultural factors

KW - negotiation

KW - multi-agent systems

U2 - 10.1109/HICSS.2012.436

DO - 10.1109/HICSS.2012.436

M3 - Conference proceeding

SN - 978-1-4577-1925-7

SP - 628

EP - 637

BT - 45 Hawaii International Conference on System Sciences (HICSS-45)

PB - IEEE

T2 - Hawaii International Conference on System Sciences

Y2 - 4 January 2012 through 7 January 2012

ER -

Modeling power distance and individualism-collectivism in negotiation team dynamics

Abstract

Publication series

Conference

Keywords

Access to Document

Fingerprint

Cite this