This Seminar Paper will exemplify the importance of cultures for business life and especially negotiations. As the central theme I picked out German –Arabian negotiations, how the diverse cultures influence the development of those negotiations and how misunderstandings can be avoided.
In his Inauguration speech in 1961 John F. Kennedy once said "Let us never negotiate out of fear. But let us never fear to negotiate". Back at that time as well as now this statement captures the importance of negotiations for interpersonal relations. In this era of globalization which started already several years ago, it is becoming more and more important to understand the impact of different cultures on business, and of course private affairs. Through technical and social advances the world becomes more and more connected. Sharing of information becomes faster and easier, behavioral patterns change and the powers in the world are shifting. Because of all these processes it is important like never before to know why other people decide the way they do, and what brought them to that decisions. Only by understanding the opposite a negotiation will conclude in the best result.
To find the right access to the topic the word "negotiation" and the intercultural challenges are shortly explained at the beginning. For defining those challenges in greater detail the next and main part of this Seminar Paper is the analysis and the comparison of the two cultures: Arabian Culture and German Culture. At first a general comparison will show the main differences in the way of life, the way of thinking and behaving be-tween people belonging to these two cultural areas. Which of these aspects have great effects on negotiation style and eventually on the result of business negotiations is shortly portrayed next. To deepen those first impressions the two cultures are then be contrasted according to 3 of Hofstede’s 5 cultural dimensions. The implication all those variations can have on a negotiation, are demonstrated at the end by showing a few classical misunderstandings in German-Arabian negotiations and giving examples how variety can be used as an example.
Inhaltsverzeichnis (Table of Contents)
- 1. Introduction
- 2 Negotiations
- 2.1 The Negotiation Process
- 2.2 Challenges for Intercultural negotiations
- 3. The cultures – a general comparison
- 3.1 A definition of culture
- 3.2 The Arabian World and its culture
- 3.3 The German lifestyle and culture
- 3.4 The important differences affecting negotiations
- 4. Comparison according to Hofstede's cultural Dimensions
- 4.1 Power Distance
- 4.2 Masculinity vs. Femininity
- 5. Classic causes of misunderstandings
- 6. Conclusion
- 7. Bibliography
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper aims to analyze the importance of cultural adaptation in negotiations, specifically focusing on German-Arabian business interactions. It highlights how cultural differences influence the negotiation process and explores strategies for avoiding misunderstandings. The paper examines the impact of diverse cultural backgrounds on negotiating styles and outcomes, aiming to improve intercultural communication and collaboration in international business contexts.
- The role of culture in negotiations
- Cultural differences between Germany and the Arabian World
- The impact of Hofstede's cultural dimensions on negotiation styles
- Common misunderstandings in German-Arabian negotiations
- Strategies for effective intercultural negotiation
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: This chapter sets the stage for the paper by discussing the significance of negotiations in modern society, particularly in the context of globalization. It emphasizes the importance of understanding cultural differences to achieve successful outcomes in international business negotiations.
- Negotiations: This chapter delves into the process of negotiation, outlining its importance in both social and economic spheres. It highlights the key stages of a typical negotiation process, including preparation, execution, and follow-up.
- Challenges for Intercultural Negotiations: This chapter underscores the growing importance of intercultural competence in today's globalized business environment. It outlines the challenges posed by cultural differences in negotiations, emphasizing the need for sensitivity, open-mindedness, and cultural awareness.
- The Cultures - A General Comparison: This chapter provides an overview of the cultural differences between Germany and the Arabian World, highlighting key aspects that impact negotiation styles. It explores the values, beliefs, and traditions that shape their respective approaches to business interactions.
- Comparison According to Hofstede's Cultural Dimensions: This chapter analyzes the two cultures through the lens of Hofstede's cultural dimensions, specifically focusing on Power Distance and Masculinity vs. Femininity. This analysis provides insights into the cultural values that influence negotiation strategies and communication styles.
Schlüsselwörter (Keywords)
The paper focuses on the critical concepts of intercultural competence, negotiation strategies, cultural adaptation, and the impact of cultural differences on business interactions. It analyzes the cultural dimensions of Germany and the Arabian World, employing Hofstede's framework to understand the underlying values and beliefs that influence negotiation styles. The paper also explores common misunderstandings in German-Arabian negotiations and emphasizes the importance of building cultural awareness to foster effective communication and achieve successful outcomes in international business ventures.
- Citation du texte
- Anonym (Auteur), 2017, The Importance of Adaptation for Negotiations in Arabian Countries, Munich, GRIN Verlag, https://www.grin.com/document/910411
