Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation Between German and Chinese Negotiators

Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation Between German and Chinese Negotiators
Author: Harald Neun
Publisher:
Total Pages: 0
Release: 2012
Genre:
ISBN:

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The present study analyzes the impact of culture on negotiation behavior in German and Chinese intra- and intercultural business negotiations mainly focusing on the seller role. We find more distributive and less integrative negotiation behavior among intracultural Chinese compared to intracultural German negotiations. While confirming that the national cultural value scores from the GLOBE project apply to our samples we also find evidence that horizontal collectivism and vertical individualism as individual cultural values are suitable to reflect intracultural diversity and add considerable explanatory power to predict observed negotiation behavior compared to national affiliation only. We also show how adaptation processes from intra- to intercultural negotiations on the part of the seller happen: While the German seller adapts his/her level of distributive behavior to Chinese levels, s/he maintains the higher level of integrative behavior used in intracultural German negotiations.

Cross-cultural Negotiation: Ireland-Germany

Cross-cultural Negotiation: Ireland-Germany
Author: Sandra Urban
Publisher: GRIN Verlag
Total Pages: 44
Release: 2005-03-03
Genre: Business & Economics
ISBN: 3638354695

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Bachelor Thesis from the year 2004 in the subject Business economics - Miscellaneous, grade: 1,7, Dublin Institute of Technology, course: International Business and Languages, language: English, abstract: Why do business negotiations often go wrong, although English is a widely and well spoken business language? Successful communication depends not only on the level of language; it is predetermined by the cultural knowledge, values and norms. Only when going abroad or meeting other cultures, people may step out of their selfreference criteria and are able to become aware of their own as well as the other’s culture. Everything that used to be normal with regarding to behaviour, attitude and values, and therefore someone was unaware of in their own culture, suddenly becomes strangely embedded in a newly occurring situation. In spite of a huge amount of literature available about cross-cultural communication, there is little useful information, which is applicable to practical and specific situations like Irish-German negotiations. Especially, it is very difficult to acquire empirical data from negotiation processes as the influences of a third person have a considerable effect on the other communication partners’ actions and thus the value of the process is degraded. The usage of cultural dimensions from Hofstede, Trompenaars and Hall are widely quoted and used for putting cultures into categories. In the meantime, these dimensions lack examples regarding the behaviour of cultures in certain situations. Mostly, they fail to explain the reasons for cultural behaviour, which refer to the underlying values, norms and beliefs. In addition to some of these dimensions, I will make use of communication styles and social custom in order to describe likely situation where tension between Irish and German negotiations can arise. But what is more, I will try to explain the reasons for these incidents. These explanations should give the reader a further understanding of both cultures’ values. As I am a Germannative speaker, there may be a little bias in the explanations regarding the German cultural values.

Cultural Differences in Managing Cross-Cultural Interaction between German and Chinese Employees

Cultural Differences in Managing Cross-Cultural Interaction between German and Chinese Employees
Author: Laura Schiffner
Publisher: GRIN Verlag
Total Pages: 25
Release: 2013-01-21
Genre: Business & Economics
ISBN: 3656355665

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Studienarbeit aus dem Jahr 2012 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 2,0, Technische Universität Carolo-Wilhelmina zu Braunschweig, Veranstaltung: Topics in Intercultural Communication, Sprache: Deutsch, Abstract: The Chinese market is one of the most successful developing regions of the world. Today, it offers enormous possibilities for (German) companies to invest in this market i. a. though the delegation employees to China as well as the integration of Chinese employees in Germany. Due to the skill shortages it will become more necessary than ever to recruit high potentials, to transfer and to share knowledge about a certain business unit.Integrity and commitment are the most essential factors for a successful cooperation and teamwork within the company as well as for company`s success. Therefore it will be necessary to have a cooperative atmosphere with a mutual cultural understanding. Every employee “must use cross-cultural skills” (Adler 2002: 136). As Adler mentioned, organizations consist of work groups which form the organization structure. The quality of these teams depends on cultural heterogeneities and its productivity and performance “depends on how well the team works together and uses its resources to accomplish the task” (Adler 2002: 139). This goal can only be reached by understanding foreign cultures and using diversity. Diversity implies differences in “preferences, habits, languages and cultures” (Guirdham 2005: 305). Multinational working groups und cultural diversity can be the key for a much higher effectiveness and success than homogenous teams. To develop an understanding for this purpose, Hofstede`s dimensions will be considered and analyzed, esp. against the background of Doing Business. Although, Hofstede`s concept of culture will be the basis for this work but moreover, the works of Adler, Guirdham, Beamer/Varner and Hall/Hall will play an additional role in this paper. This work will focus on multinational companies only, since the importance of intercultural business and cultural diversity is very high in contrast to domestic, multidomestic or multinational companies (cf. Adler 2002: 134). The following work shows the different cultural concepts in China and Germany and its relevance for a successful business, good collaboration and teamwork. Hofstede`s dimensions will be explained and applied in different contexts, by way of using different examples of employee participation, work-related behavioral patterns and conflict solving in organizations of different cultures. The examples refer to settings in organizations in Germany and China.

Handbook of Conflict Management Research

Handbook of Conflict Management Research
Author: Oluremi B. Ayoko
Publisher: Edward Elgar Publishing
Total Pages: 563
Release: 2014-07-31
Genre: Psychology
ISBN: 1781006946

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This unique book draws together current thoughts and research in conflict management. Specifically, it brings a wealth of knowledge from authorities in the field on emerging issues such as power in conflict, cognition and emotions in conflict, leading

The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture
Author: Michele J. Gelfand
Publisher: Stanford University Press
Total Pages: 478
Release: 2004
Genre: Business & Economics
ISBN: 0804745862

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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Advanced Introduction to Negotiation

Advanced Introduction to Negotiation
Author: Thompson, Leigh
Publisher: Edward Elgar Publishing
Total Pages: 193
Release: 2022-09-15
Genre: Business & Economics
ISBN: 1789909120

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Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.

Cross-Cultural Competence

Cross-Cultural Competence
Author: Jens Hillebrand
Publisher: GRIN Verlag
Total Pages: 17
Release: 2008-05-16
Genre: Language Arts & Disciplines
ISBN: 3638047288

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Seminar paper from the year 2007 in the subject Communications - Intercultural Communication, grade: 1,3, University of Auckland (Business School), course: International Management, language: English, abstract: This study analyses the challenges of cross-cultural negotiation settings by using a variety of cultural frameworks and theories. Basis for the analysis forms an incident between a Western company and the Chinese county which it operates in. The analysis reveals that major issues are grounded in different attitudes towards hierarchy, varying importance of group membership and loyalty as well as the cultures’ different perception of time. Further difficulties may result from distinct degrees of explicitness and differences in uncertainty avoidance. Concluding that awareness of cultural differences is crucial for successful negotiation outcomes the study will finally offer practical suggestions how to deal with the cultural challenges faced by each of the negotiating parties.

Cultural Impact on Models of Negotiation using the Example of Distributive Negotiations

Cultural Impact on Models of Negotiation using the Example of Distributive Negotiations
Author: Niklas Dahlen
Publisher: GRIN Verlag
Total Pages: 110
Release: 2018-05-16
Genre: Business & Economics
ISBN: 3668704635

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Bachelor Thesis from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,3, EBC University Hamburg, language: English, abstract: Published in 1982, Howard Raiffa’s book "The Art and Science of Negotiation" constitutes the dawn of a new era with its asymmetrically prescriptive/descriptive orientation. It consolidated distinctive approaches, boosted research and overcame thinking barriers. In times of a globalized, highly interdependent world with multibillion dollar cross border M&A transactions, international business negotiations are an essential part of the global economy and shape a company’s success. This thesis describes the cultural dimensions of Hofstede and Hall and additionally Raiffa’s negotiation analysis from the perspective of distributive negotiations. A new approach for international business negotiations is introduced which should enable negotiators to deal with differences at an international stage. In order to understand if and how culture affects negotiation hypotheses are derived from theoretical grounded work. By conducting several interviews with negotiators from different cultural backgrounds, tendencies are illustrated and the question whether further empirical research is needed is answered. The interviews show that negotiations between individuals from countries with different power distance indexes often lead to non-agreements. Moreover, the interviewees think that negotiators with an individualist mindset are more likely to reach an agreement in distributive negotiations. Lastly, the interview reveals that negotiators from a country scoring high in masculinity tend to apply rather distributive than integrative negotiation styles. Further validation of the hypotheses with case stud-ies and experiments have yet to be conducted.

International Business Negotiations

International Business Negotiations
Author: Pervez N. Ghauri
Publisher: Emerald Group Publishing
Total Pages: 548
Release: 2003-09-30
Genre: Business & Economics
ISBN: 9780080442938

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Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.

Intercultural Communication - East meets West in Shoe Manufacturing Negotiations

Intercultural Communication - East meets West in Shoe Manufacturing Negotiations
Author: Dominique Wagner
Publisher: GRIN Verlag
Total Pages: 14
Release: 2012-04-26
Genre: Language Arts & Disciplines
ISBN: 365617900X

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Seminar paper from the year 2011 in the subject Communications - Intercultural Communication, grade: 67%, Queensland University of Technology (Intercultural Communication and Negotiation Skills), language: English, abstract: This paper analyses the case ‘East meets West in Shoe Manufacturing Negotiations’ in order to identify the main intercultural issues and communication problems between the U.S.A. and China in order to avoid and resolve these issues in the future. The main problems identified in the case study resulted from extreme cultural differences and little knowledge of the other culture. To relate these issues with theory, two models of national culture have been chosen. With the help of Hofstede’s model and Nardon/Steers’ model the issues have been analyzed and linked to intercultural differences. It was found that the problems in the case study can be explained by these models and are therefore resolvable. The U.S. team is recommended to take action, e.g. learning Chinese and studying Chinese culture, in order to develop a good relationship with their Chinese counterparts to reach their business goals.