An Investigation of Cross-Cultural Differences as They Affect Negotiations in the United States, Poland, and Russia: A Practical Guide for Negotiators

Abstract

In this paper, we interpret leading research on cross-cultural negotiations to provide practical guidance to practitioners either from or negotiating with, individuals from the U.S., Poland, and Russia. These countries can be considered as sharing a continuum of Western values, with the U.S. at one end, Russia at the other end, and Poland sharing some cultural values from each of the other two plus its own unique cultural values. Culturally, Poland is more similar to Russia; however, attitudinally, it shares many similarities to the U.S. We reviewed the literature in the area including papers in Polish and Russian journals. We discuss each of the cultural similarities and differences among each of these countries in the pages that follow.