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

DOI

10.2991/978-94-6463-459-4_21How to use a DOI?

Keywords

Business negotiation; across cultures; time controlling; individualism and collectivism

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.

Copyright

© 2024 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Download article (PDF)

TY  - CONF
AU  - Yehua Yang
PY  - 2024
DA  - 2024/07/23
TI  - The Impact of Different Business Negotiation Styles Cause by Regional Differences on Across-Culture Cooperation
BT  - Proceedings of the 2024 9th International Conference on Social Sciences and Economic Development (ICSSED 2024)
PB  - Atlantis Press
SP  - 170
EP  - 176
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-459-4_21
DO  - 10.2991/978-94-6463-459-4_21
ID  - Yang2024
ER  -