Culture Element Makes a Nation Distinct

How cultural differences affect an international negotiation

Gesteland (2002 p. 33) cites that understanding how culture is powerful in the outcomes and negotiation process is the first step in any international negotiations. Cultural differences shape the behaviours and perceptions of various parties in negotiation especially in the preparation stage. A company pursuing an international joint venture requires identifying an international company for negotiations. Managers who are quite knowledgeable about the role of culture in international negotiations will choose a target company with much effort and care. Negotiating with a company featuring a similar cultural background is easy. Moreover, it needs less time to establish rapport. This minimizes any chances of encountering misunderstanding. Negotiating with a business with a different cultural background requires managers to exercise absolute preparation thus making them hesitant to initiate the first move. Thus, in international negotiations, cultural differences are likely...
[ View Full Essay]