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Chapter 2. What Makes Global Negotiation... > Cultural Factors That Affect Global ...

Cultural Factors That Affect Global Business Negotiations

There are four cultural factors that most affect negotiations among cultures: (1) use of time; (2) individualism versus collectivism; (3) role orderliness and conformity; and (4) patterns of communication. Let’s examine each of these factors and how they affect negotiations.

Use of Time

Cultures differ in their use of time. The Americans, Swiss, Germans, and Australians are usually fast-paced and exact in their approach to time. Their professional and personal lives tend to be closely calibrated. A negotiating session that is scheduled for 9:30 a.m. on Tuesday is expected to start at 9:30 a.m. on Tuesday.


  

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