The Impact of Different Business Negotiation Styles Cause by Regional Differences on Across-Culture Cooperation

Yehua Yang ()
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Yehua Yang: St. Lawrence College

A chapter in Proceedings of the 2024 9th International Conference on Social Sciences and Economic Development (ICSSED 2024), 2024, pp 170-176 from Springer

Abstract: Abstract As globalization becomes more and more important, international business trades happen more and more frequently. In international cooperation, across-culture negotiation becomes important to discuss and confirm the details. If people can find out what differences between negotiators from different areas know how to solve those problems, and also study negotiation skills deeply, the chance of successful cooperation will be increased in the negotiation. This essay aims to find out some important and challenging differences. There are 3 significant differences, for example, individualism and collectivism, different languages and different manners of time control during making decisions. Moreover, this essay seeks out factors that lead to those differences, such as people who have different values caused by their growth environment and societal background, the high context and low context of the language which can cause misunderstanding in the communication, and different history culture. Finally, this essay points out three advice that negotiators can use, knowing about others’ cultures and fully respecting them, using a second common language, and giving the other side enough space and time.

Keywords: Business negotiation; across cultures; time controlling; individualism and collectivism (search for similar items in EconPapers)
Date: 2024
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Persistent link: https://EconPapers.repec.org/RePEc:spr:advbcp:978-94-6463-459-4_21

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DOI: 10.2991/978-94-6463-459-4_21

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