Intercultural Negotiations

Creativity and Negotiations in Foreign Languages – an International Comparison

In recent decades, intercultural business negotiations have seen a dramatic increase in level of incidence. Based on findings that cultures vary with regards to preferences in negotiation behavior negotiators ought to become knowledgeable about the cultural values of their opponents and fellow team of negotiators in order for international negotiations to be successful.

One such explanation of cultural differences in negotiation includes the individualism/collectivism continuum. For instance, collectivist negotiators are known to be able to identify opportunity for joint gain in comparison to individualist negotiators more easily.

Beside cultural factors, however, creativity is an important factor in negotiation as it might determine negotiation strategies, as well as the potential of possible solutions. In a globalized economic world, both teamwork and negotiations have to be undertaken in a common language, (i.e., typically English). The question is how the usage of English by individuals - from different cultures and nationalities - influence creativity in negotiation.

To answer this question NIM is partner in a project of thethe ESCP Business School and Trier University: In their project, a computerized negotiation situation is simulated in an intercultural setting where sellers and buyers negotiate a contract individually or in a team.

Detailled information onthe project is provided here: CREATE-ET