Influence Of Culture On Negotiations In The Context Of 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.
words - 70
pages in length
use of literature
piece of work
in depth analysis
for international business students
Reason for choice of topic
Academic objectives of dissertation
Outline of chapters
Who is supposed to adapt?
Choice of the international negotiator
The actual negotiation
Impression formation accuracy
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
Scope of concern
Advantages of secondary data
Limitations and disadvantages of secondary data
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
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
Problems encountered during international negotiations
Does culture influence negotiations?
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”
Criticism: respect of the business protocol
Criticism: persuasion and bargaining strategies
Review of objectives
Limitations of the study
Further research possibilities
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