Adaptation In The Context of Intercultural Negotiations

Authors:

Abstract: In this research, we investigate the critical theme of adaptation within intercultural negotiations. Based on a literature review and an analysis of the different theories and models that are applied to study adaptation, we reveal limitations and propose future research directions. As intercultural negotiations tend to be less efficient than intracultural ones, adaptation can be a crucial factor to improve negotiation performance. Depending on the specific type of adaptation it differs which individual from which culture tend to adapt. Studies mainly employ quantitative methodologies and focus on the Western and East Asian regions. Findings indicate that individuals who are skilled to adapt are better able to build trust which can increase their negotiation performance. Moreover, we emphasize the importance of cultural intelligence for success in intercultural negotiations.

Track: CULTGEN

Keywords: Negotiation, culture, adaptation, literature review