Introduction: Globalization in the 21st century
Globalization has become one of the most discussed and controversial issues in the beginning of the 21st century. In terms of business, globalization is an opportunity to gain competitive advantage and market growth. Yet, what is associated with globalization? Why do many companies see themselves limited and sometimes even impotent trading globally and what are the critical success factors in global negotiations?
According to the Future Commission of the Friedrich-Ebert-Stiftung globalization is “… a complex set of overlapping and interacting processes at a global level.” The Future Commission continued noting that “… globalization is in connection with the growing international interrelatedness of markets, economies and companies.” (Future Commission of the Friedrich-Ebert-Stiftung, 1998:56). Hence, globalization is a world wide ongoing interhuman relationship process on different levels. They include social, private and business aspects. In the case of business terms, it should not be forgotten that globalization is not merely an increase of imports and exports. It implies the application of the principle of free markets in an international context.
This dissertation contains the sources and explanations of why international negotiation is important to sustain competitive. It shall allow the reader to get an insight of why western and eastern cultures are often clashing together and thus prospecting business deals are cancelled. Moreover, the dissertation provides the reader with a general solution to overcome barriers in negotiating with foreigners and how important it is to gain not only technical and cognitive but also cultural skills. Understanding and accepting the differences in values and beliefs is crucial to be a global player. By getting a precise idea of the theoretical part, the author will endow the reader with a case study of Hewlett Packard (HP) and how the founders William (Bill) Hewlett and David (Dave) Packard have started business in a garage with merely two employees. Gradually after 60 years HP became the world class leader in printing devices. Furthermore, the study is showing the importance of the present Chairman and Chief Executive Officer (CEO) Carly Fiorina who let HP into the 21st century. Carly Fiorina is considered to be the most powerful women in the United States of America (USA) (Hjelt, 2003:40-48)...
Inhaltsverzeichnis (Table of Contents)
- INTRODUCTION: GLOBALIZATION IN THE 21ST CENTURY
- WHAT IS CROSS CULTURAL MANAGEMENT?
- THE MEANING OF DIVERSE CULTURES
- WESTERN VALUES
- AMERICAN CULTURAL VALUES
- NEGOTIATING WITH AMERICANS
- THE DIVERSITY OF EUROPEAN CULTURAL VALUES
- German
- Italian
- Swiss
- British
- SUMMARY: WESTERN COUNTRIES AND THEIR CULTURAL VALUES
- EASTERN VALUES
- JAPANESE CULTURAL VALUES
- JAPANESE NONVERBAL MESSAGES
- CHINESE CULTURAL VALUES
- THE EIGHT ESSENTIAL CHINESE ELEMENTS
- Guanxi - Personal Contacts
- Zhongjian Ren - The Intermediary
- Shehui Dengji - Social Status
- Renji Hexie - Group Harmony
- Zhengti Guannian - Lateral Thinking
- Jiejian-Pricing
- Mianzi - Reputation and Social Capital
- Chiku Nailao - Persistence and Being Tireless
- CHINESE COMPETITION
- SUMMARY: EASTERN COUNTRIES AND THEIR CULTURAL VALUES
- WESTERN VERSUS EASTERN AND HOW CULTURAL DIFFERENCES INFLUENCE INTERNATIONAL NEGOTIATIONS
- A PROFILE OF HEWLETT PACKARD COMPANY
- MILESTONES OF HEWLETT PACKARD
- MANAGING GLOBALLY: WHY CCM IS COMPELLING
- HP entering the Asian Market
- How Packard subconsciously applied Chinese elements
- What made the Chinese JV successful
- HP's status quo regarding CCM in the 21st century
- Conclusion
- PORTRAIT OF CARLY FIORINA
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This dissertation investigates the role of cross-cultural management in international business negotiations, particularly focusing on the impact of cultural differences in the 21st century. It uses Hewlett Packard as a case study to explore how companies can navigate cultural complexities and achieve success in a globalized marketplace.
- The impact of globalization on international business negotiations.
- The significance of cross-cultural management in navigating diverse business environments.
- Analyzing cultural values and their influence on negotiation strategies and outcomes.
- Exploring the differences between Western and Eastern cultural values.
- Examining the practical application of cross-cultural management in a real-world business context.
Zusammenfassung der Kapitel (Chapter Summaries)
The dissertation begins with an introduction to the concept of globalization and its impact on the 21st century business landscape. It then delves into the definition of cross-cultural management and the importance of understanding diverse cultures in international negotiations. The following chapters examine Western and Eastern cultural values, highlighting key differences and their implications for negotiation strategies. The dissertation concludes with a case study of Hewlett Packard, analyzing its entry into the Asian market, the company's approach to cross-cultural management, and the lessons learned from its experiences. This examination provides practical insights into how companies can successfully navigate cultural complexities in the global business environment.
Schlüsselwörter (Keywords)
This dissertation focuses on key topics such as cross-cultural management, international business negotiations, cultural values, Western and Eastern cultures, globalization, and the impact of cultural differences on business outcomes. It also incorporates a case study of Hewlett Packard, examining the company's experience with cross-cultural management in the Asian market.
- Quote paper
- Nina Müller (Author), 2004, Cross Cultural Management in the 21st century and how it effects Negotiations with an example of HP, Munich, GRIN Verlag, https://www.grin.com/document/28506
