From idea to business idea
How the market supports my business idea
Getting ready for the market
Financing - Profit analysis
Do I need other skills?
Tools & References
Culture - influencing factor in negotiation
Culture profoundly influences how people think, communicate and behave. It also affects the kinds of transactions they make and the way they negotiate them. The diversity of the world’s cultures makes it impossible for any negotiator, no matter how skilled and experienced, to understand fully all the cultures that may be encountered.
Various elements of negotiating behavior constitute a basic framework for identifying cultural differences that may arise during the negotiation process.
While attending international business negotiations, it might be helpful to think about the following aspects beforehand:
Applying this framework in international business negotiations may help you understand the other party better and to anticipate possible misunderstandings:
Various elements of negotiating behavior constitute a basic framework for identifying cultural differences that may arise during the negotiation process.
While attending international business negotiations, it might be helpful to think about the following aspects beforehand:
Applying this framework in international business negotiations may help you understand the other party better and to anticipate possible misunderstandings:
- Negotiating goal (contract or relationship)
- Negotiating attitude: Win-Lose or Win-Win?
- Personal style: Informal or formal?
- Communication: Direct or indirect?
- Sensitivity to time: High or low?
- Emotionalism: High or low?
- Form of agreement: General or specific?
- Risk taking: High or low?
