The Role of Cultural Distance in International Negotiations
نویسنده
چکیده
This paper attempts to examine the issues surrounding the role of national culture bias and the concept of distance among Hofstede's (1980) cultural dimensions on the ability to reach integrative agreements in international business arrangements between firms. Relational models of negotiating and the role of culture are presented as well as several managerial implications and propositions for future research.
منابع مشابه
Nankai Business Review International Emerald Article: Cross-cultural negotiations and power distance: Strategies applied by Asian and European buyers and sellers in electronic negotiations
Purpose – Negotiators from Asia are increasingly confronted with exchange partners from other regions, particularly Europe. The European culture differs from the Asian culture in many regards, one major aspect being distinct levels of power distance (hierarchy versus egalitarianism). The purpose of this paper is to analyze the impact of power distance in electronic negotiations between Asia and...
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