How culture affects

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How culture affects negotiation styles
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The relation between culture and
negotiation styles has been the
topic of much investigation and
research in recent times.
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Four distinct approaches can be found to
understanding the impact of culture on
negotiation.
The first approach views culture as learned
behavior. The second approach views culture
as a matter of shared basic values. A
third approach understands cultures as shaped by
the dialectic tension between paired,opposing
values. The fourth approach draws on a
systems theory and offers multi-causal
explanations of negotiating behavior.
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When in Rome,do as the Romans do
Take Italy for example
Most Italians in Italy do not speak English
well,so you probably need a translator in
business situations.You should have your card
translated into Italian on the reverse side.Any
advanced educational degrees and your full
title or position should be featured on both
sides of your business card.
In Italian culture,people are traditionally
expected to behave with a sense of Decorum and
formality at all times.This concept is know as
bella figura (beautiful figure).
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All presentation materials and packaging
should be aesthetically pleasing.In this
culture,its essential that things as well as
people look goodAppearance is frequently
considered more important than whats inside
Hierarcly is key,especially in larger
traditional Italian businesses where the
Importance of the cordata(chain of command)
cant be underestimated.Italians generally
prefer to do business with only the most
important people In any organization. Honor and
personal pride are critical in this culture.
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Italian communication styles tend to
be eloquent, wordy,demonstrative and
emotional.In most cases,however,Italians speak
loudly,animatedly,and interruptions are to be
expected.Make an effort to ensure that the
Italians you do Business with decide that they
like and trust you.
Be patient,since rushing or putting
pressure on the decision-making Process
will be only an affront to Italian business
protocal.
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Thank you!!!
Good-bye!