  The
Influence Of Culture On Negotiations In The Context Of International
Business
(2008) International
trading and business are becoming a more and more important part of
nowadays globalising world. It seems to become easier to do
international business thanks to technology but the main problem
persists: misunderstanding due to cultural differences. This
dissertation discusses the effects of culture on negotiations in an
international business context and identifies which areas of
negotiations are influenced by culture and to what extent. The study
reveals that this topic is multi-layered and that culture affects
negotiation in many ways, covering all areas involved in negotiations.
It suggests that cultural influences persist during the entire
negotiation, from preparation to after-sales contact. It also
highlights that knowledge about this is mostly gained through
experience and observation. Furthermore, this study discusses more
detailed the influence of
culture during the interaction of parties by using a framework. This
discussion leads to the suggestion that at this stage, cultural
influence is very strong as in influences not only the inter-personal
behaviour of the parties but also the more business related factors.
This study concludes that culture influences international negotiations
and that it plays a major role. It influences the entire process of
negotiation and is subject of misunderstandings as it is difficult to
learn how to deal with it.
Reason for choice of topic Academic objectives of dissertation Outline of chapters 2 Literature review Definitions Who is supposed to adapt? Choice of the international negotiator The actual negotiation Non-task interaction Status distinction Impression formation accuracy Interpersonal attraction Task-related interaction Exchange of information Persuasion and bargaining strategy Concession making and agreement Comments on the interactive part of negotiation process framework Non-task related interaction: respect of business protocol Task-related interaction: persuasion and bargaining strategies 3 Methodology Scope of concern Secondary research Advantages of secondary data Limitations and disadvantages of secondary data Primary research Why using non-standardised or semi structured interviews? Design and implementation Choosing the interviewees Writing the interview guideline First contact and implementation of the interviews Disadvantages of administering interviews by phone Sources of bias Ethics of research 4 Findings What makes a good negotiator? To what extent are language skills important? How do you prepare the negotiation? To what extent do you decide the strategy you are going to use with regard to the culture of your counterpart? Assuming the relationship is long-term, how do you cultivate the relationship? Problems encountered during international negotiations Does culture influence negotiations? 5 Analysis The golden rule: the buyer adapts to the seller The international negotiator: skills and selection criteria Discussion of the framework “the interactive part of the cross-cultural sales negotiation process” Status distinction Interpersonal attraction Criticism: respect of the business protocol Criticism: persuasion and bargaining strategies 6 Conclusion Review of objectives Research conclusions Limitations of the study Further research possibilities Reference list Bibliography Appendices How To Order 1. Select reference number busman0049 from the dropdown list 2. Click the PayPal button 3. Click the "Click Here" button on the PayPal page to submit your credit/debit card payment 4. We will email your chosen dissertation in PDF format within 24 hours |
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