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Norms, Culture and Cognitive Patterns in Foreign Aid Negotiations

Elgström, Ole LU (1990) In Negotiation Journal 6(2). p.147-159
Abstract
Negotiations involving foreign aid are different from other types of bilateral negotiations. Normative and cultural aspects are distinctive attributes of aid negotiations, complicating any attempt to explain negotiation outcomes solely from a power perspective. Foreign aid negotiations between Sweden and Tanzania are permeated with norms: that rich states should give aid, that assistance should be handed over with no strings attached etc. These norms influence bargaining behavior and outcomes. Culture influences negotiations through its effects on communication. An actor's culture-bound images of self, the other actor and the situation seem to be vital ingredients in understanding negotiation behavior. The impact of culture seems to be... (More)
Negotiations involving foreign aid are different from other types of bilateral negotiations. Normative and cultural aspects are distinctive attributes of aid negotiations, complicating any attempt to explain negotiation outcomes solely from a power perspective. Foreign aid negotiations between Sweden and Tanzania are permeated with norms: that rich states should give aid, that assistance should be handed over with no strings attached etc. These norms influence bargaining behavior and outcomes. Culture influences negotiations through its effects on communication. An actor's culture-bound images of self, the other actor and the situation seem to be vital ingredients in understanding negotiation behavior. The impact of culture seems to be situation-specific. Swedish negotiations with Tanzania are less influenced by cultural factors, because relations have been relatively long and friendly, than its negotiations with newer or politically unpopular recipients. Culture and norms are important factors to consider in any explanation of negotiation processes and outcomes, and foreign aid negotiations do not seem to be exceptions. (Less)
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author
organization
publishing date
type
Contribution to journal
publication status
published
subject
keywords
Internationell politik, Förhandlingar
in
Negotiation Journal
volume
6
issue
2
pages
147 - 159
publisher
Plenum Press
external identifiers
  • scopus:0042350418
ISSN
0748-4526
language
English
LU publication?
yes
id
4ceeff1e-ef4e-47a9-9fd5-e286fb2e1bcf (old id 144067)
date added to LUP
2007-06-25 08:31:13
date last changed
2017-01-01 07:20:23
@article{4ceeff1e-ef4e-47a9-9fd5-e286fb2e1bcf,
  abstract     = {Negotiations involving foreign aid are different from other types of bilateral negotiations. Normative and cultural aspects are distinctive attributes of aid negotiations, complicating any attempt to explain negotiation outcomes solely from a power perspective. Foreign aid negotiations between Sweden and Tanzania are permeated with norms: that rich states should give aid, that assistance should be handed over with no strings attached etc. These norms influence bargaining behavior and outcomes. Culture influences negotiations through its effects on communication. An actor's culture-bound images of self, the other actor and the situation seem to be vital ingredients in understanding negotiation behavior. The impact of culture seems to be situation-specific. Swedish negotiations with Tanzania are less influenced by cultural factors, because relations have been relatively long and friendly, than its negotiations with newer or politically unpopular recipients. Culture and norms are important factors to consider in any explanation of negotiation processes and outcomes, and foreign aid negotiations do not seem to be exceptions.},
  author       = {Elgström, Ole},
  issn         = {0748-4526},
  keyword      = {Internationell politik,Förhandlingar},
  language     = {eng},
  number       = {2},
  pages        = {147--159},
  publisher    = {Plenum Press},
  series       = {Negotiation Journal},
  title        = {Norms, Culture and Cognitive Patterns in Foreign Aid Negotiations},
  volume       = {6},
  year         = {1990},
}