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Erschienen in:
Expeditionary Modeling for Population-Centric Operations in Megacities: Some Initial Experiments Kapitel lesen Erstes Kapitel lesen

2017 | OriginalPaper | Buchkapitel

Cross-Cultural Competence and Functional Diversity in Business Negotiations: A Developing Country’s Perspective

verfasst von : Anku-Tsede Olivia, Believe Quaqoo Dedzo

Erschienen in: Advances in Cross-Cultural Decision Making

Verlag: Springer International Publishing

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Abstract

The paper examines cross-cultural competence and functional diversity in cross border transactions. From the Ghanaian cultural context, we analyse the positions of USA, UK, Germany, Japan, China, and the South African business executives in a buyer-seller relationship exchange of the negotiations using the qualitative exploratory approach. Findings indicate whereas cultural competence significantly affects trans-national negotiation decision making, the success or failure of negotiations is not dependent on the presence of shared cultural identities. Mutual adaptations, trust and power dominance significantly influence cross-border negotiation decision making. Meanwhile, in the buyer-seller dyad, functional diversity in negotiation decision outcomes is influenced by partner’s level of exposure and ethics as openness, integrity, and intrinsically linked to business decisions and contractual agreements.

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Vorheriges Kapitel Dynamics of National Culture and Employee Characteristics on Organizational Commitment in Retail Banks in Ghana
Nächstes Kapitel Investigation of Cultural Bias Using Physiological Metrics
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Metadaten
Titel
Cross-Cultural Competence and Functional Diversity in Business Negotiations: A Developing Country’s Perspective
verfasst von
Anku-Tsede Olivia
Believe Quaqoo Dedzo
Copyright-Jahr
2017
Buch
Advances in Cross-Cultural Decision Making

Print ISBN: 978-3-319-41635-9

Electronic ISBN: 978-3-319-41636-6

Copyright-Jahr: 2017

DOI
https://doi.org/10.1007/978-3-319-41636-6_7