Max Janevic
Research Mentor: Cindy Schipani
Mentor Department: Business Law, Business
Author(s): Max Janevic, Cindy Schipani
Session: Session 4 (1:00 PM – 1:50 PM)
Presentation Type: Poster 11
Abstract
Although it is well-documented that many discrepancies exist among the specific business negotiation tactics of different cultures around the globe, it can be difficult to determine the global patterns of the discrepancies. Cultural differences in negotiation are often somewhat subjective, and as much of the existing research comparing different dimensions of negotiation draws direct comparisons between two specific cultures (which have no necessary geographic or historical connection), this information cannot always be extrapolated to display similarities and differences over large geographical areas. With this study, we have amassed data for over 20 countries from individual research studies that provide values based on Hofstede’s cultural dimensions theory. (Hofstede, 1980) The theory takes six different aspects of negotiation — power distance, individualism vs. collectivism, uncertainty avoidance, masculinity vs. femininity, long vs. short term orientation, and indulgence vs. restraint — and quantifies them for easy cross-cultural comparison. We additionally have compiled qualitative data that represents each country’s concept of the flexibility of time in business proceedings. Finally, we have taken into account the language that is spoken in each researched country. Using this information, we have created eight discrete maps that represent the trends of these negotiation values around the world. The maps visualize how these values have been influenced by proximity to other cultures, both geographically and historically, providing insight into how certain cultures that may have not been explicitly researched apropos of each other might interact in a business negotiation setting. We have also included annotations that provide detailed looks into how these differences may manifest, accompanied by specific tips for successful negotiations.
