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ERIC Number: ED316901
Record Type: Non-Journal
Publication Date: 1989-Feb
Pages: 39
Abstractor: N/A
Reference Count: N/A
Cultural Variations in Organizational Negotiation Styles.
Hellweg, Susan A.; And Others
Based on the premise that international events have brought about changes in the way the world conducts its financial business and that American negotiators often have difficulty in this new economic arena because they fail to understand important cultural differences, this paper seeks to identify cultural differences which might have an impact on the negotiation context. The paper discusses four of the most common problems that plague Americans when they attempt to negotiate with people from other countries: cultural variations concerning (1) rules for conducting business; (2) the selection of negotiators; (3) methods of decision making; and (4) the perception of time. Cultures included in the discussion are Canadian Anglophones and Francophones, Mexicans, Brazilians, British, French, Germans, Iranians, Saudis, Nigerians, Chinese, Japanese, Koreans, and Communists (Soviet Union and East Germany). Twenty-four references are attached. (SR)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A