Specifics Of Negotiating In A Multi-Cultural Business Environmen

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Pages: -

Abstract:

Knowing the dimensions of a national culture and how they are manifested within negotiators who originate from different cultures is a precondition for setting up successful intercultural negation strategies. The choice of strategy depends on the negotiating group’s composition in terms of the “individualism – collectivism” dimension. Some are individualists – they pursue their own interest only (and are often qualified as being “difficult” in the process of negotiation); those who are cooperatively disposed seek to find the cross-point of their interests and those of the other negotiators.

Keywords:

negotiating, multiculture, environment, agreement, collectivism

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