Cross-cultural negotiations

This research discusses how buyer-supplier companies involved in cross border negotiations are influenced by their culture. Institutional theory is applied to study how negotiation processes comprising of different stages are influenced by the institutional environments of the participant parties. This paper employs an extensive qualitative case study approach involving semi-structured interviews from four cases. It reveals imperative understanding of how three dimensions of institutional theory: regulatory, normative, and cognitive influence pre negotiation, face to face negotiation, and post negotiation.