In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations?

30 Pages Posted: 25 May 2010

See all articles by Robert Wilken

Robert Wilken

ESCP Europe

Simone Fucks

ESCP Europe

Frank Jacob

ESCP-EAP European School of Management

Nathalie Prime

ESCP Europe

Abstract

This paper investigates the influence of cultural characteristics of negotiator teams (Masculinity, High/low context) on the behavior and different success measures in intercultural business negotiations. Preliminary results show differences in negotiation success across cultural groups and in terms of cultural team composition. A content analysis of the negotiation protocols will shed light on how this effect develops through negotiation behavior.

Suggested Citation

Wilken, Robert and Fucks, Simone and Jacob, Frank and Prime, Nathalie, In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations?. IACM 23rd Annual Conference Paper, Available at SSRN: https://ssrn.com/abstract=1615216 or http://dx.doi.org/10.2139/ssrn.1615216

Robert Wilken (Contact Author)

ESCP Europe ( email )

Heubnerweg 6
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Simone Fucks

ESCP Europe ( email )

79 Avenue de la Republique
Paris, 75011
France

Frank Jacob

ESCP-EAP European School of Management ( email )

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Berlin, 14059
Germany
+49-30-32007-146 (Phone)
+49-30-32007-118 (Fax)

HOME PAGE: http://www.escp-eap.eu

Nathalie Prime

ESCP Europe ( email )

79 Avenue de la Republique
Paris, 75011
France