Monthly Archives: May 2012

Why Do Negotiations Tend to Fail in a Cross-cultural Milieu? The China and Norway Affair

Mario B. Rojas, IV, Newberry College

Full paper: www.kon.org/urc/v11/rojas2.html

Abstract This paper, applying Hofstede’s (1997) dimensions of culture and Hall’s (1990) contextual paradigm, explored and analyzed the stressed relationship between China and Norway. The paper notes that the stressed relationship is most notable in recent negotiations between the two countries. Further, the paper concluded that at least in the area of negotiations, relief for this stressed relationship could manifest if both sides were more aware and willing to respect the power index differential.

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