Comparison of the Formality of Business Negotiations in the United States and Japan

DOI

10.2991/assehr.k.211020.308How to use a DOI?

Keywords

business negotiation, formality and informality, Hofstede Model, cultural influence

Abstract

Business negotiation, as one of the most common and effective techniques, has laid the foundation of international commercial exchange if it is being used properly. This work aims to review the impacts of distinct culture, different formality particularly, on the outcome of negotiation by comparing two diverse culture and the behaviors because of such differences from over 20 recent research papers. Here, this paper not only derive a causal chain of the specific behaviors by synthesizing Hofstede’s model and culture edification, but also present feasible suggestions about how to make effective negotiation with people from either formal or informal culture background.

Copyright

© 2021, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Yawen Yi
AU  - Xianxian Chen
PY  - 2021
DA  - 2021/10/21
TI  - Comparison of the Formality of Business Negotiations in the United States and Japan
BT  - Proceedings of the 2021 International Conference on Public Relations and Social Sciences (ICPRSS 2021)
PB  - Atlantis Press
SP  - 1073
EP  - 1077
SN  - 2352-5398
UR  - https://doi.org/10.2991/assehr.k.211020.308
DO  - 10.2991/assehr.k.211020.308
ID  - Yi2021
ER  -