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Crisisonderhandelingen: De samenhang tussen onzekerheidsvermijding, legitimeren en waargenomen spanning vanuit een Duits-Nederlands landenniveau en individueel niveau

Möller, E. (2014) Crisisonderhandelingen: De samenhang tussen onzekerheidsvermijding, legitimeren en waargenomen spanning vanuit een Duits-Nederlands landenniveau en individueel niveau.

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Abstract:The main goal of this research was to get an insight into the role of uncertainty avoidance, legitimization en tension during crisis negotiations on a nation as well as an individual level. An increased insight into these variables with regard to crisis negotiations could increase the success rate of police goals like, ensuring safe situations. The culture model by Hofstede serves as the foundation of this research and a classification framework for influence strategies: Table of Ten. On a nation level a comparison was made between Germany and the Netherlands. Questioned was if German students as well police enforcement avoid uncertainty more than the Dutch, and if they use legitimization as an influence strategy on a more frequent basis. A likely relationship between uncertainty avoidance and perceived tension and its possible moderation effect of legitimization, was researched on an individual level. Role-play in the form of negotiation situations in which 29 negotiators (15 Dutch and 14 German) conducted two negotiation conversations with a German as well as Dutch student (29 Dutch and 28 German), was used to test hypotheses. Results show, that German negotiators and students meet expectations by avoiding uncertainty on a higher level than their Dutch colleagues. Regarding legitimization, a significant relation was found between German negotiators and the referral to laws. The assumption that there is a relation between uncertainty avoidance, perceived tension and legitimization could not be confirmed.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:77 psychology
Programme:Psychology MSc (66604)
Link to this item:http://purl.utwente.nl/essays/65133
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