Cross Cultural Negotiation – UROP Spring Symposium 2021

Cross Cultural Negotiation

Arianna Brangman


Pronouns: she/her

Research Mentor(s): Cindy Schipani, Professor
Research Mentor School/College/Department: Business Law, Ross School of Business
Presentation Date: Thursday, April 22, 2021
Session: Session 6 (4pm-4:50pm)
Breakout Room: Room 3
Presenter: 3

Event Link


As globalization and foreign policy have dominated international relations throughout the 21st century, the need for understanding how to strengthen and extend these bonds has only grown stronger as well. Sectors such as law, business, government, and trade rely on these inter and intracontinental ties in order to build their networks and provide necessary services that benefit both producers and consumers. Without them, productivity and revenue would fall, and very little chance for expansion or cultural exchange could take place. Studying topics such as etiquette, societal expectations, lifestyles, introversion, hierarchy, and individualism all contribute to how each city, state, and country expect to conduct themselves in cross-cultural settings. Not only do they inform diverse parties in how to approach a given situation, but they also provide a chance to bridge the similarities and differences that characterize each culture. Within the context of negotiations, it is essential that these attributes are well understood in order to produce the best possible outcomes for each contingent. In a world where opportunity is limitless, the information from these findings helps to establish a secure foundation from which a progressive dialogue can take place. By examining the inner-workings of cross-cultural negotiations, society stands to gain a more comprehensive interpretation and appreciation of how life differs in each region of the world, and how those changes influence exchanges.

Authors: Cindy Schipani, Arianna Brangman
Research Method: Library/Archival/Internet Research

lsa logoum logo