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Related Experiment Video

Updated: Jun 26, 2026

Humor or Rationality? The Neural Mechanisms of How Agent Type and Language Style Influence Satisfaction with Ride-Hailing Service Failure Recovery
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Interaction patterns in crisis negotiations: persuasive arguments and cultural differences.

Ellen Giebels1, Paul J Taylor

  • 1Department of Organizational Psychology and Human Resource Development, University of Twente, Enschede, The Netherlands. e.giebels@utwente.nl

The Journal of Applied Psychology
|February 4, 2009
PubMed
Summary

Low-context (LC) cultural negotiators use more persuasive arguments and compromise more in crisis situations compared to high-context (HC) negotiators. HC negotiators are more likely to reciprocate threats during hostage negotiations.

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Area of Science:

  • Psychology
  • Sociology
  • Communication Studies

Background:

  • Cultural differences significantly impact negotiation dynamics.
  • Understanding these differences is crucial for effective crisis (hostage) negotiation strategies.
  • Previous research has not fully explored temporal cue-response patterns across cultural contexts in high-stakes negotiations.

Purpose of the Study:

  • To investigate cultural variations in how negotiators respond to persuasive arguments over time.
  • To compare the communication strategies of perpetrators from low-context (LC) and high-context (HC) cultures in crisis negotiations.
  • To analyze the interplay of persuasive arguments and threats in intercultural negotiation contexts.

Main Methods:

  • Analysis of 25 police crisis negotiations involving perpetrators from LC and HC cultural backgrounds.
  • Application of a novel method for examining cue-response patterns in negotiation dialogues.
  • Comparative analysis of argument and threat reciprocation and response styles.

Main Results:

  • LC perpetrators employed more persuasive arguments than HC perpetrators.
  • LC perpetrators reciprocated persuasive arguments more in the latter half of negotiations and responded with compromise.
  • LC perpetrators were more prone to issuing threats, particularly early on, while HC perpetrators were more likely to reciprocate threats.

Conclusions:

  • Cultural context (LC vs. HC) significantly shapes negotiator behavior in crisis situations.
  • Distinct patterns of argument and threat communication exist between LC and HC cultural groups.
  • Findings offer critical insights for developing culturally sensitive crisis negotiation protocols.