Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition

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Culture and Negotiation

This chapter introduces a model that describes how culture affects negotiation. To use this model to anticipate and prepare for negotiating globally, we first need some basic understanding of what culture is and how people act and societies are structured in different cultures. With this understanding, we can then begin to understand how culture affects negotiation, and how we need to adjust our strategic negotiation planning for culture.

What Is Culture?

Culture is the unique character of a group.¹ Individuals have personalities; groups have cultures. You can see culture in the patterns of peoples' beliefs, attitudes, norms, and behaviors as well as in the nature of the social, economic, political, legal, and religious ...