The Effects of Culture in Anonymous Negotiations: Experiment in Four Countries

@inproceedings{Kersten2002TheEO,
  title={The Effects of Culture in Anonymous Negotiations: Experiment in Four Countries},
  author={Gregory E. Kersten and Sabine T. K{\"o}szegi and Rudolf Vetschera},
  booktitle={HICSS},
  year={2002}
}
Internet technologies are increasingly used in various forms of communication, including negotiations. This paper explores the cultural implications in anonymous interand intra-cultural electronic negotiations. The negotiations were conducted via Inspire, a Web-based negotiation support system, and involved 166 subjects from Austria, Ecuador, Finland, and… CONTINUE READING