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.

Introduction This manuscript will discuss the subject of why negotiations between cultures tend to fail by citing the interactions between China and Norway. These two cultures have struggled when negotiating, due to differences in negotiation styles, in the context of communication, and in cultural dimensions. This manuscript will define key terms and explain the history between these two cultures. 

Definitions Before the subject of cross-cultural negotiations can be investigated, it is important to have an understanding of certain vocabulary. The first and most obvious of these terms is negotiation. Along with negotiation, some specific styles will be discussed. Second, the author will define culture. This is of the utmost importance in order to understand the cross-cultural milieu. Topics such as high- and low-context, along with other negotiation contingencies will be defined. These definitions are necessary to comprehend the reasons that cross-cultural negotiations tend to fail or succeed.

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