Negotiation – Chapter 8 (Cultural Differences) Summary - Zhanfeng Pan (Tim)

In this chapter, we have learned about how to manage cultural differences when negotiating across borders. At the beginning of this chapter we studied the American negotiating style and non-American. We knew that negotiators from different countries sometimes obtained different outcomes when negotiating with people from another country.

We also explored Hofsteader’s Dimensions of Culture. The four dimensions are:
(1) Individualism/Collectivism,
(2) Power Distance,
(3) Masculinity/Femininity,
(4) Uncertainty avoidance.

Finally, we learned how cultural differences can influence negotiations. Through we studied this chapter; we understand that the globe negotiation is so important for international business.