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 proceedingConference proceeding

9 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 languageEnglish
Title of host publication45 Hawaii International Conference on System Sciences (HICSS-45)
PublisherIEEE
Pages628-637
Number of pages10
ISBN (Electronic)978-0-7695-4525-7
ISBN (Print)978-1-4577-1925-7
DOIs
Publication statusPublished - 9 Feb 2012
EventHawaii International Conference on System Sciences - Maui, United States
Duration: 4 Jan 20127 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

ConferenceHawaii International Conference on System Sciences
Abbreviated titleHICSS
CountryUnited States
CityMaui
Period4/01/127/01/12
Internet address

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

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    Sanchez-Anguix, V., Dai, T., Semnani-Azad, Z., Sycara, K., & Botti, V. (2012). Modeling power distance and individualism-collectivism in negotiation team dynamics. In 45 Hawaii International Conference on System Sciences (HICSS-45) (pp. 628-637). IEEE. https://doi.org/10.1109/HICSS.2012.436