By Prof. G. Venkat Raman
There is a vast body of literature that deals with culture and its impact on international business negotiations and broadly speaking there are four approaches, namely, structural-processual approach, negotiators’ behavior approach, cognitive-strategic approach and the stages approach. The structural–processual approach talks about factors like context/situation, processual/behavioural aspects and other strategic goals/ outcomes.[1] The negotiators’ behavior studies impact of culture on negotiations and surveys are conducted to access, analyze and explain cultural impact on negotiations behaviour. The cognitive-strategic approach links behavior and actions of negotiating players to cognition and this approach describes negotiations from the perspective of influence cultural dispositions have on negotiations behavior of parties involved. The stages approach involves examination of cultural impact on negotiations behavior in terms of stages.
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| Prof. G. Venkat Raman |
There is a vast body of literature that deals with culture and its impact on international business negotiations and broadly speaking there are four approaches, namely, structural-processual approach, negotiators’ behavior approach, cognitive-strategic approach and the stages approach. The structural–processual approach talks about factors like context/situation, processual/behavioural aspects and other strategic goals/ outcomes.[1] The negotiators’ behavior studies impact of culture on negotiations and surveys are conducted to access, analyze and explain cultural impact on negotiations behaviour. The cognitive-strategic approach links behavior and actions of negotiating players to cognition and this approach describes negotiations from the perspective of influence cultural dispositions have on negotiations behavior of parties involved. The stages approach involves examination of cultural impact on negotiations behavior in terms of stages.
