Cross-cultural negotiation
1080-en WI300 Management Studies As of 11.07.2026
Cross-cultural negotiation takes account of culturally conditioned differences in communication and negotiating behaviour, such as direct or indirect language, the significance of hierarchy and face, relationship or deal orientation, and differing conceptions of time. Cultural models such as Hofstede's serve as orientation but must not lead to stereotyping. In international commercial mediations, the choice of language and venue and culturally balanced co-mediation are important design questions.
Deutsch
Interkulturelles Verhandeln 1080-de
Das interkulturelle Verhandeln berücksichtigt kulturbedingte Unterschiede in Kommunikation und Verhandlungsverhalten, etwa direkte oder indirekte Sprache, Bedeutung von Hierarchie und Gesicht, Beziehungs- oder Abschlussorientierung sowie unterschiedliches Zeitverständnis. Kulturmodelle wie jene von Hofstede dienen als Orientierung, dürfen aber nicht zu Stereotypen führen. In internationalen Wirtschaftsmediationen sind Sprachregelung, Ortswahl und kulturelle Ko-Mediation wichtige Gestaltungsfragen.
Suggested citation
Cross-cultural negotiation (1080-en), in: LAWPEDIA®-Glossar, provided by LAWCONSULT AG, www.lawconsult.ch/lawpedia/en/cross-cultural-negotiation, as of: 11.07.2026 [accessed on …].
The entries in the LAWPEDIA® glossary serve general information purposes and do not constitute legal advice. Despite careful preparation, LAWCONSULT AG accepts no liability for the accuracy, completeness or timeliness of the information.