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horti enculturation influences dialogue through its effects on communication theory and through their conceptualizations of the process, the means they use, and the expectations they hold of counterparts behavior. Culture provides the context for negotiation because it takes place within the framework of a cultures institutions and is influenced by its norms and value. Culture is a key factor affecting negotiation processes and outcomes. talks practices differ from culture to culture. Culture provides the negotiating style ? the way persons from contrastive cultures conduct themselves in negotiating activities. Culture determines the way people discern and approach the negotiating process. They have specific perspectives on power, time, risk, communication, and complexity.
Thus cross-cultural negotiators bring into contact unfamiliar and potentially conflicting sets of categories, rules, plans, and behaviors. The cross-cultural negotiator cannot take common knowledge and practices for granted. Difficulties abouttimes grind away from the different expectations negotiators have regarding the social setting of the negotiation.
The cultural differences systematically influence international business negotiations.



This indicates that even though some universal characteristics of international business negotiation are mainly recognized, negotiators from specific cultures view negotiations as a particular style. They try different priorities of goals, the negotiation process, and expected outcomes. Understanding the influence of culture in negotiation reduces confusion and misinterpretations in the process. Negotiators need to be aware of such cultural differences and become well active for them.
To analyze the cultural diversity, Hofstede (1991) proposed four cultural dimensions to assess the values which characterize specific patterns. The first dimension is social variation or power distance, which is the extent to which the less powerful members of institutions...If you need to get a full essay, order it on our website: Orderessay



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