INTERCULTURAL NEGOTIATIONS: A CULTURAL APPROACH

Abstract

The peculiar characteristic of international business negotiations lies in their being influenced by a wide diversity of environments, which require changing perspectives that determine the selection of appropriate tactics and strategies. When negotiating internationally, what is right, reasonable, or appropriate are parameters largely dependent on the cultural values of the country in which the act of negotiation takes place. This article intends to explore different negotiating styles evolving from various cultures: some favoring the search for compromise, others opting for consensus, while others fighting until the “opponent “surrenders.