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Excelling in international negotiations : analysis of the impact of culture on international-business-negotiations

  • This cumulative dissertation covers three studies on the research subject of Cross-Cultural-Negotiations. The first study provides a systematic literature review of the research field. It categorizes and synthesizes the literature based on the cultural dimensions used in negotiation research and sorts it along the four negotiation stages of Adair and Brett (2005). It shows controversial findings, research gaps, highlights potential impasses in methodological approaches, and provides recommendations for future research. The second study investigates the potential cultural influence on First Offer anchors in negotiations. No support for a direct cultural influence could be found. Instead, the participants' age and concerns that the opposite may take advantage of a too low First Offer has been found to influence First Offers. Additionally, the latter finding shows significant differences across cultures. The third study investigates whether the implicitly understood universality of ‘Getting to yes’ (Fisher, Ury, and Patton 2012) holds in a Cross-Cultural-Context. The study finds that the implicitly understood universality of principled negotiations is not supported by findings in Cross-Cultural-Negotiation research. Instead, a dichotomic applicability of the authors’ advice of ‘Getting to yes’ along the bipolar cultural construct of Hofstede’s Individuality dimension was found. This dissertation underlines that culture has a high impact on negotiations. It provides research, practice, and teaching additional knowledge to address and deal with the phenomenon of culture in Cross-Border-Negotiations.

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Document Type:Doctoral Thesis
Author:Rafael Schön
Referee:Tobias DauthORCiD, Andreas Suchanek
Chairs and Professorships:Chair of International Management
Full text/ URN:urn:nbn:de:bsz:14-qucosa2-748763
Place of publication:Leipzig
Year of Completion:2020
Page Number:151
Date of final exam:2021/03/10
Tag:Cross-cultural-negotiations; Cultural dimensions; First offer; International negotiation; Principled negotiation
see also: Raphael Schoen
Schoen, R.: Locking pluralism? A critical review of the use of cultural dimensions in negotiation research. Schoen, R.: Where do the fruits hang higher? Investigation of the cultural influence on First Offer anchors. Schoen, R.: "Getting to yes" in the cross-cultural context: "One size doesn't fit all" - a critical review of principled negotiations across borders.
Licence (German):License LogoUrheberrechtlich geschützt