The Impact of Culture on Negotiation
CULTURE is the predominant system of values, beliefs, and patterns of behavior passed from one generation to the next, be it in families, countries, or companies. Negotiating in a multicultural environment requires understanding the key determinants of culture, such as language, history, social customs, traditions, and business practice. Many negotiators ask why they should make the effort to understand the cultural background of their counterpart. They wonder whether the other party should not bend to the rules of their culture instead. This approach places culture as one of the tokens in the power struggle—my culture is more important than yours, and we will follow its rules. This logic is faulty. ...
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