The Impact of Cultural Differences in International Business Negotiations
Hietamies, Nanni-Juulia; Mustonen, Henni (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024112028922
https://urn.fi/URN:NBN:fi:amk-2024112028922
Tiivistelmä
The aim of this study was to introduce and study the impact of cultural differences in international business negotiations in businesses in Eastern Finland. The study examines how differences in values, attitudes, norms, and communication styles across cultures affect negotiation processes and outcomes.
In order to gather information for the study, a research work was conducted. The method used in the research was a quantitative questionnaire, utilizing an online survey sent to a target group consisting of international business professionals from various positions from businesses in Eastern Finland. The study focused on researching cultural factors that have an impact on international negotiations, discovering research participants’ examples and experiences of how culture has affected their negotiation situations in the past. In addition, it was studied how and if participants change or modify their negotiation styles and processes according to the culture of the negotiation counterpart.
The research results state that cultural differences are present in most international business negotiations regardless of the negotiator’s cultural background, age, experience, or professional level. The research results support the theoretical research, where cultural differences were stated to strongly influence cross-cultural negotiations. The research results indicate that the impact of cultural differences have a relevant influence on the outcome of international negotiations, affecting the communication between negotiation partners and often influencing the negotiation styles and processes of the negotiators based on the culture of the counterpart.
In order to gather information for the study, a research work was conducted. The method used in the research was a quantitative questionnaire, utilizing an online survey sent to a target group consisting of international business professionals from various positions from businesses in Eastern Finland. The study focused on researching cultural factors that have an impact on international negotiations, discovering research participants’ examples and experiences of how culture has affected their negotiation situations in the past. In addition, it was studied how and if participants change or modify their negotiation styles and processes according to the culture of the negotiation counterpart.
The research results state that cultural differences are present in most international business negotiations regardless of the negotiator’s cultural background, age, experience, or professional level. The research results support the theoretical research, where cultural differences were stated to strongly influence cross-cultural negotiations. The research results indicate that the impact of cultural differences have a relevant influence on the outcome of international negotiations, affecting the communication between negotiation partners and often influencing the negotiation styles and processes of the negotiators based on the culture of the counterpart.