Please use this identifier to cite or link to this item: http://hdl.handle.net/1946/11260
The influence of national culture to negotiating style
The purpose of this essay is to explain how the elements of national culture of any given country can shape the behavior and the process of negotiation in an international setting. However, this thesis does not claim that the culture is a single influential factor. It is only one of many other factors that have an effect on a negotiating behavior. Although, one will not be mistaken to say that cultural identity of any country has an influence on negotiation approach and style. To better understand the cultural differences three countries were chosen for comparison (United States, China and France) from three different continents. Also the analysis was made to show how the differences in their national cultures reflect on their negotiation styles and behavior.
This thesis was based on previous studies and research made on the chosen countries, including Geert Hofstede‘s findings on cultural dimensions such as masculinity versus femininity, power distance, uncertainty avoidance, individualism versus collectivism and short-term and long-term time orientation. Other cultural dimensions were analyzed that have significant importance to cross cultural negotiations including Edward Hall’s monochronic versus polychronic time dimension and high in comparison with low context communication. Moreover, ten negotiation elements identified by Professor Jeswald Salacuse that can be influenced by cultural aspects were described. Some of those negotiating elements include: the goal of negotiation, negotiating attitude, personal style, communication style, time sensitivity, emotionalism, agreement form and etc. It is important to underline that some of these elements are influenced more than others by the national culture. On top of all this, the cultural roots of every country were described, to explain how some of the cultural dimensions originated. For instance, a collectivism of China was formed by agricultural life style and individualism of the United States originated from the fact that every newcomer had to survive on its own since there was an endless flow of immigrants from all over the world. In the end of this thesis, the results of the comparison between the three cultures are presented and the limitations of the essay discussed.