How Does Culture Affect Negotiation Style

2.4 Ten Ways That Culture Affects the Negotiation Style: Jeswald Salacuse (1998)
Every dimensions of culture discussed above have an impact on the negotiation style. There are a lot of articles, which suggest factors that can be used to define cross-cultural negotiations. They differ in the number of points analyzed, some specifically concentrating on precise aspects, others overlooking a more general situation. I think the ten ways that culture affects negotiation style by Salacuse (1998) is very well proportioned between negotiation specificities cultures and general disparities across cultures. Furthermore, unlike the research I developed before, here Salacuse is doing an experiment with survey covering 12 countries with a sample of 310 people (Salacuse 1998) Another specificity and advantage of the work of Salacuse is that he did not only study the national culture, but he included the professional culture as well. That is also a very important part in my thesis as I studied the relationships between members of a team or members of a VT.
Salacuse (1998) identified the top ten factors that affect cross-cultural negotiations that are defined by bi-polar
The communication styles can vary greatly between cultures in terms of directness and explicitness. How Salacuse (1998) defined the notion of direct vs. indirect communication is built on the extent that individuals believe that their counterparts have a contextual understanding. It acts on the level and directness to which facts and details are clearly stated. (Hall 1990, Salacuse 1998). Since “high-context” communication is commonly related to close relationships, “collectivist” cultures are more disposed to use “indirect” communication. Once more, here Salacuse (1998) recognized the problems with universalizing the results because of the effect of the respondents’ organizational cultures and international experiences they