Keywords
negotiation, business, culture, Hofstede, GLOBE, strategy
Disciplines
Business | International Business
Mentor
Kevin Lehnert
Abstract
Understanding the impact of culture and cultural differences is essential in negotiations. Using both Hofstede’s cultural dimensions theory and the GLOBE Project’s nine cultural dimensions, this paper highlights the impact of culture in international business negotiations. After discussing the dimensions and various national attributes attributed to these dimensions, this paper highlights several important cultural strategies for firms to keep in mind when negotiating. It concludes with propositions and a discussion about how negotiators can improve their skills through an understanding and respect of cultural differences.
ScholarWorks Citation
Gonzalez, Nadia L., "The Impact of Culture on Business Negotiations" (2021). Honors Projects. 839.
https://scholarworks.gvsu.edu/honorsprojects/839
