Cross-cultural business communication: Negotiation behavior and patterns of communication in a cross-cultural business context
Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
This paper aims to identify negotiating behavior in a cross-cultural business context, and if there might be any link between negotiation behavior and patterns of communication. In addition to identifying negotiation behavior in the context, this paper also aims to investigate if participants from different cultures represented use similar or dissimilar type of negotiation behavior. In order to answer these questions, two models for identifying negotiation behavior and patterns of communication were used. The data for the investigation consist of four recorded business meetings were the participants had different cultural backgrounds. Previous studies (Gestland 2002) suggests that people with different cultural background can be divided into using different type of negotiation behavior, depending on their cultural background. However, there has been little focus on if there really is a difference in the use of negotiation behavior in a cross-cultural business context, and if there is any possible link between selected communication style and us of negotiation behavior.
The result of the investigation indicate that the participants used mostly reactive negotiation behavior, and that there were no clear indication that participants from different cultures used dissimilar type of negotiation behavior. Thus, the result also suggest that there is a link between type of negotiation behavior the participants use, and selected patterns of communication.
Place, publisher, year, edition, pages
Languages and Literature
IdentifiersURN: urn:nbn:se:su:diva-104708OAI: oai:DiVA.org:su-104708DiVA: diva2:725248