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Cultural Dimension Interests, the Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation and Dispute Resolution

2008; RELX Group (Netherlands); Linguagem: Inglês

1556-5068

John Barkai,

Cultural Differences and Values

This article argues that effective cross-cultural negotiations and dispute resolution requires an understanding of Cultural Dimension Interests (CDIs). The article reviews many of the cultural interests that impact negotiation and dispute resolution by: 1) specifically reviewing the cultural theories of Edward T. Hall, Geert Hofstede, Fons Trompenaars and Charles M. Hampden-Turner, and Richard D. Lewis, 2) considering country specific anecdotal accounts of national negotiating behaviors, and 3) reviewing some specific beliefs, behaviors, and practices that impact national negotiation styles and approaches. The 36 Chinese strategies are reviewed and applied to negotiations. This article focuses mainly on cross-cultural differences between American and Asian negotiation styles and behaviors.