Cultural tendencies in negotiation: A comparison of Finland, India, Mexico, Turkey, and the United States (original) (raw)

Cultural Influences in NegotiationsA Four Country Comparative Analysis

International Journal of Cross Cultural Management, 2007

Empirical work systematically comparing variations across a range of countries is scarce. A comprehensive framework having the potential to yield comparable information across countries on 12 negotiating tendencies was proposed more than 20 years ago by Weiss and Stripp; however, the framework was never operationalized or empirically tested. A review of the negotiation and cross cultural research that have accumulated over the last two decades led to refinements in the definition of the dimensions in the framework. We operationalized four dimensions in the Negotiation Orientations Framework and developed the Negotiation Orientations Inventory (NOI) to assess individual orientations on those four dimensions. Data were collected from a sample of 1000 business people and university students with business experience from Finland, Mexico, Turkey, and the United States. Results are presented and further scale development is discussed. Findings establish the utility of the dimensions in the framework in making comparisons between the four countries.

Cultural influences to Negotiation

2020

The cultures will be influencing the negotiation process by the thoughts of people, different communication processes, and behavior which create the barriers for the Negotiation. The paper is to analyze a previous studies conducted on the Cultural Influence on Negotiations and their Impacts.

Explaining and Predicting Cultural Differences in Negotiation

We know that people from different cultures bargain differently, but what is it about culture that determines how negotiations unfold? Michele Gelfand, Laura Severance, C. Ashley Fulmer, and May Al Dabbagh demonstrate how the cultural context of the negotiation and the culture of the negotiators affect the interaction. This work identifies a number of future directions necessary in order to enhance our understanding of bargaining across cultures.

Business negotiation tendencies of Finnish and Kosovan negotiators: The role of culture

2021

In today’s global economy, international business negotiations play a fundamental and critical role in every aspect of conducting business. International business negotiation does not only involve mastering the issues that are being discussed, but also cultural sensitivity in understanding the characteristics and behaviors of the partners and adapting one’s way of negotiating. The purpose of this study is to explore the role of culture in the negotiating tendencies of Finnish and Kosovan business negotiators by using Salacuse’ s framework of ten elements and Hofstede's cultural framework. As a research approach, the quantitative method was applied. The analysis of Finnish and Kosovan negotiation tendencies was studied through a questionnaire, where 10 Finnish negotiators and 10 Kosovan negotiators participated. The questionnaire was sent to each respondent separately via e-mail. Findings suggest that only four out of ten elements (personal style, agreement building, team organiz...

The science of culture and negotiation

Recent negotiation research has produced a groundswell of insights about the effects of culture on negotiation. Yet, few frameworks exist to organize the findings. This review integrates recent research using a two-dimensional framework: The first dimension organizes the research into that which has taken: (1) a comparative intracultural approach, versus (2) an intercultural approach. The second dimension organizes the research by its emphasis on: (1) inputs into negotiation, (2) processes of negotiating, and (3) outcomes of negotiation. This framework helps to organize extant research and produces novel insights about the connections between disparate research streams, revealing both commonalities and culture-specificities in negotiation strategy and outcomes and suggesting that intercultural negotiations are difficult but not insurmountable. We conclude by discussing several areas in which more research on culture and negotiation is urgently needed in today's globalizing world.

The impact of cultural styles on negotiation: a case study of Spaniards and Danes

IEEE Transactions on Professional Communication, 1994

This study comparing Spanish and Danish negotiation styles suggests that culture-specific factors are critical in understanding multicultural communication. Although the two groups received identical training in negotiation styles, they retained key differences in terms of topic allocation, verbal immediacy, and topic progression; the Spanish were substantially more people-oriented, whereas the Danish were substantially more task-oriented. These results suggest that the two groups of negotiators would view each other's negotiating styles critically because of the differences in their cultural styles.

Culture and Gender Differences in Negotiation Styles

International Journal of Scientific and Technological Research, 2017

Culture and Gender differences became an important topic in managing organizations in the last two or three decades. Culture, gender and power positions are the variables of a negotiation. This paper examines the different negotiation styles used by different cultures and genders. Choice of conflict management strategy depends on the characteristics of that culture. There are two main kinds of characteristics, which are collectivist and individualist cultures. Collectivist cultures use compromising, accommodating and avoiding strategies while individualist cultures use forcing, compromising and collaborating negotiation styles. Studies show that individualistic cultures are American and Australian cultural that give high value on individualist achievement. Collectivist cultures are Asian and Chinese cultures that give high value on conformity and tradition. The same division between negotiation styles can be seen between genders. There are perceptions that the outcome of the negotia...

Influence of Culture on Negotiation Style

2014

This study empirically examines the influence of organizational culture on negotiation style. The focus was on university students with experience in Business and Business managers in Lagos and Ibadan metropolitan using the Organizational Culture Inventory (OCI) designed to measure three cultural dimensions: constructive, passive defensive, and aggressive defensive. The study adopted a survey research design to explore the impact. Primary data was collected through questionnaire administration from230 respondents. Results indicate that the value of constructive for negotiation style 0.446 significant at r= 0.01% which shows the high significance of the relations. The value for passive defensive is 0.437 (r= 0.01%). While value for aggressive defensive 0.373 with r=0.01%. As all the values of organizational culture have significant positive impact on Negotiation styles.