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To identify cross cultural differences in negotiating styles the scholars typically focus on selected aspects of negotiators' behavior called negotiation factors or traits. These traits are usually selected based on their relevance and potential variability across different cultures, according to Jeswald Salacuse together with the results of his seminal study on international negotiating styles (Salacuse 1998). Table 1 lists ten negotiation factors he used in his survey together with the range of possible cultural responses to each of them. This selection is based on the work of Hendon and Hendon (1990), Moran and Stripp (1991), Salacuse (1991) as well as on the interviews with practitioners.

As pointed out by Elgström (1994), it is very difficult to assess correctly the relative influence of each variable and it is inappropriate to treat culture as the unique explanatory variable of the negotiation process and outcomes. Therefore, the studies using culture as the only independent variable explaining the differences in any aspects of negotiation are of limited use and in some cases can even be tautological allowing the researchers to demonstrate what they established at the outset of their premise.

Moreover, as pointed out by Avruch (2000) and Sebenius (2002a), not every member of a culturally homogeneous group equally shares all characteristics of this culture. Rubin and Sander (1991) emphasized that the variety of behavioral differences within cultures can be as wide as in cross-cultural comparisons. All these and other difficulties have led Zartman and Berman (1982, p. 224) to label the linkage between culture and negotiation a “most troublesome question” especially in international negotiation research. Although cultural factors undoubtedly play an important role, it is essential not to overestimate their influence on international negotiation.10 This suggestion becomes especially vital in the context of the research result obtained by Dialdin, Kopelman, Adair, Brett, Okumura and Lytle (1999) who claimed that there is a general tendency to ignore the importance of situational factors in favor of cultural explanations which they called cultural attribution error.

Global negotiations

Negotiation is one of the most important elements of the selling and buying functions, (Neslin and Greenhalgh, 1983). Negotiation is “a process in which two or more entities come together to discuss common and conflicting interests in order to reach an agreement of mutual benefit” (Harris and Moran, 1987, p. 55).

The negotiation process is a complex process which is significantly influenced by the culture(s) within which the participants are socialised, educated and reinforced (Graham, 1985a; Hamner, 1980; Harnett and Cummings, 1980; Tung, 1982). For example, an individual's conduct during a negotiation encounter 本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。