Culture, Negotiation, and the Eye of the Beholder

The role of culture as an organizing stimulus on the style of negotiation is examined, using previous studies on the influence of labeling & stereotyping on interpersonal perceptions, & on the characterization of nationalities. It is concluded that more effective intercultural/international negotiation would be possible if more information about different cultures/nations were acquired, if awareness about stereotyping & cultural bias were used constructively, & if counterparts were given the benefit of the doubt in generalizing about cultural/national differences & treated as individuals. 8 References. M. Malas