Impact of Culture on Negotiating Styles: in Relation
Impact of Culture on Negotiating Styles: in Relation to Hofstede’s Dimensions of National Culture
Abstract
An effective business negotiation is very significant in achieving a successful business relationship. As the businesses expand globally, so do the conflicts between the interacting parties. These conflicts only get amplified if the interacting parties are from different cultural background. An individual 's cultural background plays a big role in his perception, which affects his judgment, motivation and behavior at the bargaining table. The perception of an individual is the manifestation of the deeper held values and beliefs he has grown up with. In short, culture affects the whole negotiating process. A better understanding of the intercultural differences helps to gain a better insight into the cultural aspects of the negotiating styles and thus achieve a mutually acceptable solution by avoiding unnecessary cross-interactions. This research paper endeavors to study the impact of Hofstede’s dimensions of national culture on negotiating styles for productive and successful business interactions.
Importance of Effective Cross-cultural Negotiations
Negotiation is a significant part of business transactions. With the expanding global economy, there is a shift towards increased business interactions. Consequently, conflicts occur. These conflicts only get amplified if the interacting parties are from different cultural backgrounds. Negotiation is a way to come to a mutually acceptable solution in case of a disagreement between the parties in discussion. When negotiating, understanding the values of the parties involved goes a long way in striking a winning deal. If the parties agree with each other by making an effort to establish a common ground, the chance of a win-win situation materializing increases. Goodwill and the desire to achieve a favorable outcome is generated amongst the negotiating parties which makes it easy for a party to
Abstract
An effective business negotiation is very significant in achieving a successful business relationship. As the businesses expand globally, so do the conflicts between the interacting parties. These conflicts only get amplified if the interacting parties are from different cultural background. An individual 's cultural background plays a big role in his perception, which affects his judgment, motivation and behavior at the bargaining table. The perception of an individual is the manifestation of the deeper held values and beliefs he has grown up with. In short, culture affects the whole negotiating process. A better understanding of the intercultural differences helps to gain a better insight into the cultural aspects of the negotiating styles and thus achieve a mutually acceptable solution by avoiding unnecessary cross-interactions. This research paper endeavors to study the impact of Hofstede’s dimensions of national culture on negotiating styles for productive and successful business interactions.
Importance of Effective Cross-cultural Negotiations
Negotiation is a significant part of business transactions. With the expanding global economy, there is a shift towards increased business interactions. Consequently, conflicts occur. These conflicts only get amplified if the interacting parties are from different cultural backgrounds. Negotiation is a way to come to a mutually acceptable solution in case of a disagreement between the parties in discussion. When negotiating, understanding the values of the parties involved goes a long way in striking a winning deal. If the parties agree with each other by making an effort to establish a common ground, the chance of a win-win situation materializing increases. Goodwill and the desire to achieve a favorable outcome is generated amongst the negotiating parties which makes it easy for a party to
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