Proceedings of the 43rd International Academic Conference, Lisbon

COOPERATION AND COMPETITITON IN INTERNATIONAL BUSINESS NEGOTIATIONS

ANIKÓ TOMPOS, VIKTOR JENEY

Abstract:

The purpose of the study is to examine the intercultural aspect in business negotiations. In doing so, it first outlines the theoretical background to distributive and integrative business negotiations as well as competition-related values and practices established by two pieces of large-scale dimension-based cross-cultural research. Then it moves on to discuss an empirical investigation which – through the observation of twenty business negotiations between German and Turkish delegations – aimed to find out whether and if yes, to what extent and how members of the two cultures demonstrate competition-related cultural norms. The results of the investigation indicate that failure to take national cultural differences into account may result in misunderstandings, loss of trust or even failure to conclude a deal even in integrative business negotiations.

Keywords: cultural norms, integrative negotiations, international business

DOI: 10.20472/IAC.2018.043.049

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