How to navigate through intercultural negotiations?

Abstract: In a globalised world, negotiations increasingly occur on an intercultural level. Cultural differences at the negotiating table add complexity and often result in poorer outcomes than on an intracultural level. These differences are manifold, not always clear and therefore difficult for negotiators to understand. While extensive research has explored this area, notable limitations remain, particularly in data currentness and practical applicability of findings. Addressing these limitations is essential for advancing theoretical understanding and providing negotiators with actionable insights. Therefore, this study examines differences and similiarities in negotiation behaviour across cultures by means of a quantitative survey, evaluated and visualised using multidimensional scaling (MDS). Accurate interpretation of MDS results will be supported through supplemental data from a two-sided 28-item self-assessment of participants’ active and reactive negotiation behaviour. By employing this innovative methodology, the study’s findings bridge gaps in theoretical understanding of cultural differences in negotiation behaviour and offer practical guidance for negotiators.

Keywords: negotiation, cultures, intercultural negotiation, negotiation behaviour, international