Essay about Negotiation: Theory and Practice

2525 Words Sep 25th, 2015 11 Pages

Q2: According to Fells (2012, p.207) “As a negotiation unfolds, it is easy to attribute any behaviour, particularly behaviour that is different to your own, to culture and so ignore the many similarities”. Consider this statement with reference to contemporary research on cross-cultural negotiation and use examples to illustrate your analysis


Former President and charismatic leader of the United States John F. Kennedy once stated that, “We cannot negotiate with people who say what's mine is mine and what's yours is negotiable” (Kennedy, 1961). This timeless quotation epitomizes and typifies in essence what can commonly be regarded as cooperative
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These dimensions typically consist of individualism, power distance, uncertainty avoidance, masculinity and temporal perspective and provide an analytical framework that can be employed to depict the similarities and differences between two alternative cultures. This research essay implies that through the utilization of Hofstede’s framework we see that although alternative values and beliefs can be typically stereotyped as culture, and have been relatively conformed by technological advances, it is pertinent not to ignore culture as a key factor in a successful cross-culture venture.

Hofstede Dimension #1: Individualism vs. Collectivism:

Hofstede’s first cultural dimension of his analytical negotiation framework is the category of individualism vs. collectivism. This dimension essentially refers to individual affiliation and implies that those from a collectivist cultural background will see themselves as an interdependent body of a larger group whilst the more individualist societies will tend to promote the ideas of self-sufficiency and singularity (Hofstede et al, 2001). From the individualist/collectivist framework perspective, culture is defined as a pertinent issue that cannot be ignored by negotiators when deliberating across different cultural contexts. According to the framework, cultures which are characterized by a collectivist-style ideology will have a higher propensity to

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