A study of Negotiation Styles : Between business managers from UK and Indian cultural backgrounds

Abstract

The world is definitely becoming smaller due to advances in transport and communications. Technology combined with the development of a world economy have resulted in people from different nations, cultures, languages and backgrounds now communicating, meeting and doing business with one another more than ever. Very few businesses can escape the need to at some point in time deal with foreign colleagues, clients or customers. Business is international and if an organisation wants to develop and grow it needs to harness the potential an international stage offers. Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When the parties have different cultural bacgrounds the faced problems becomes more complex. The West (UK) and the East (India) have attracted many experts to make a comparison because distinguished differences do exist in the two kinds of cultures and are the deep-seated reasons as to why negotiation styles differ between the UK and Indian business people.