The Situationist

The Situation of Negotiation

Posted by The Situationist Staff on December 1, 2009

John F. McCarthy, Carl A. Scheraga, and Donald E. Gibson, recently posted their interesting paper, titled “Culture, Cognition and Conflict: How Neuroscience Can Help to Explain Cultural Differences in Negotiation and Conflict Management” on SSRN.  Here’s the abstract.

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In negotiation and conflict management situations, understanding cultural patterns and tendencies is critical to whether a negotiation will accomplish the goals of the involved parties. While differences in cultural norms have been identified in the current literature, what is needed is a more fine-grained approach that examines differences below the level of behavioral norms. Drawing on recent social neuroscience approaches, we argue that differing negotiating styles may not only be related to differing cultural norms, but to differences in underlying language processing strategies in the brain, suggesting that cultural difference may influence neuropsychological processes. If this is the case, we expect that individuals from different cultures will exhibit different neuropsychological tendencies. Consistent with our hypothesis, using EEG measured responses, native German-speaking German participants took significantly more time to indicate when they understood a sentence than did native English-speaking American participants. This result is consistent with the theory that individuals from different cultures develop unique language processing strategies that affect behavior. A deliberative cognitive style used by Germans could account for this difference in comprehension reaction time. This study demonstrates that social neuroscience may provide a new way of understanding micro-processes in cross-cultural negotiations and conflict resolution.

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You can download the paper for free here.  For a sample of related Situationist posts, see “Social Neuroscience and the Study of Racial Biases,” “Law & the Brain,” “The Situation of Risk Perceptions – Abstract,”and to review previous Situationist posts on cultural cognition, click here.

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One Response to “The Situation of Negotiation”

  1. [...] The Situation of Negotiation: The Situationist Language influences how we think and how we act: Germans take a long time to understand a sentence: what else does that mean: particularly that language impacts the way our brain functions… [...]

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