科研成果详情

Diplomatic negotiations between countries involve complex multi-dimensional processes. Negotiators are often locked into bargaining mode by strictly adhering to their list of demands. Often times, these demands involve mutually exclusive positions and pit countries in a win–lose contest. It is however important to keep in mind that policies and priorities for a nation, even in diplomatic stand-off situations, are often reflections of its societal culture. To illustrate this point, the case of an Indian diplomat's prosecution by the US government for visa fraud was analysed and the arguments and the counter-arguments of each side were examined to understand the underlying cultural concerns. The study found that differences in value dimensions such as individualism–collectivism and power distance influenced expectations of the negotiating nations and explained the stands taken by India and the USA. This study demonstrates the need to and value in understanding the underlying value orientations that inform the demands made by negotiating countries. This approach can potentially help predict the position of nations on different issues and can prevent isolated incidents from developing into crises. Implications for international diplomatic negotiations are discussed.