Abstract
Foreign trade has a long history. Yet, the cross-border exchange of goods and services has significantly intensified in the last decades (Dathe & Helmold, Erfolg im Chinageschäft. Handlungsempfehlungen für kleine und mittlere Unternehmen (KMU). Springer Wiesbaden, 2018). The cultural differences add another facet to the complication of negotiations. The commercial negotiations are complex enough in the same cultural group. Dealing with business partners with a different cultural background poses an additional challenge for communication. Caution needs to be taken, in order to avoid culturally based misunderstanding (Helmold et al., Erfolgreiche Verhandlungen. Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Springer Wiesbaden, 2019). What are cultures? According to Geert Hofstede, social psychologist and culture investigation, culture is ‘the collective programming of the mind that distinguishes the members of one group or category of people from others’ (Hofstede, Cultures and organizations: Software of the mind. McGraw-Hill Maidenhead, 1991). In other terms, culture is the unique way a group of people think and cope. Without the knowledge and understanding for other cultures, such difference in thinking and behaviours may easily cause conflicts in intercultural communications (Helmold et al., Erfolgreiche Verhandlungen. Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Springer Wiesbaden, 2019). Although cultures are not limited to national cultures (e.g. there could be cultural groups based on gender, age groups, etc.), in this book, we shall focus on the national cultures to discuss how to deal with cultural differences during commercial negotiations.
Invite people into life who don’t look or act like you. You might find they challenge your assumptions and make you grow.
Melody Hobson
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
References
BME. (2018). Bundesverband Materialwirtschaft, Einkauf und Logistik. Mittelstandspreis geht an Jokey. 10.11.2017. Retrieved May 18, 2018, from https://www.bme.de/jokey-group-gewinnt-den-bme-innovationspreis-2017-2330/
Chia, H.-B., Egri, C., Ralston, D., Fu, P. P., Kuo, M. C., & Lee, C. (2007). Four tigers and a dragon: Values differences, similarities, and consensus. Asia Pacific Journal of Management, 24, 305–320.
Danziger, N. (2008). The construct validity of Schein’s career anchors orientation inventory. Emerald Group. Retrieved October 24, 2018, from https://www.emeraldinsight.com/doi/abs/10.1108/13620430810849506
Dathe & Helmold. (2018). Erfolg im Chinageschäft. Handlungsempfehlungen für kleine und mittlere Unternehmen (KMU). Springer Wiesbaden.
Grunig, R., & Morschett, D. (2017). Developing international strategies. Heidelberg: Springer.
Hall, E. (1966). The hidden dimension. New York: Garden City.
Hall, E. (1976). Beyond culture. New York: Garden City.
Hall, E. (1983). The dance of life: The other dimension of time. Anchor Books.
Helmold, M., Dathe, T., & Hummel, F. (2019). Erfolgreiche Verhandlungen. Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Wiesbaden: Springer.
Hofstede, G. (1980). Culture’s consequences: International differences in worked-related values. Beverly Hills: Sage.
Hofstede, G. (1991). Cultures and organizations: Software of the mind. McGraw-Hill Maidenhead.
Hofstede, G. (2007). Asian management in the 21st century. Asia Pacific Journal of Management, 24(4), 411–420.
Hofstede, G., Hofstede, G. J., & Minkov, M. (2010). Cultures and organizations: Software for the mind, 3. Auflage. McGraw-Hill Books.
Jokey. (2018). Jokey group wins BME innovation award. Retrieved March 2, 2019, from https://www.jokey.com/en/service-downloads/actualites/jokey-group-wins-bme-innovation-award-458/
Lanz, H. P. (2018). Der Kuchen ist größer als du denkst. Wirtschaftsmediation. Frankfurt. Retrieved October 24, 2018, from https://www.wirtschaftsmediatoren-ihk.de/f%C3%BCr-hilfesuchende/beitr%C3%A4ge-zum-konfliktmanagement/teil-3-der-kuchen-ist-gr%C3%B6%C3%9Fer-als-du-denkst/
Lee, S.-H., & Oh, K. (2007). Corruption in Asia: Pervasiveness and arbitrariness. Asia Pacific Journal of Management, 24(1), 97–114.
Liker, J. K., & Choi, T. Y. (2004). Building deep supplier relationships. Harvard Business Review, 82(12), 104–113+149.
Author information
Authors and Affiliations
Rights and permissions
Copyright information
© 2019 Springer Nature Switzerland AG
About this chapter
Cite this chapter
Helmold, M., Samara, W. (2019). PM in Different Cultures and Internationalization. In: Progress in Performance Management. Management for Professionals. Springer, Cham. https://doi.org/10.1007/978-3-030-20534-8_14
Download citation
DOI: https://doi.org/10.1007/978-3-030-20534-8_14
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-030-20533-1
Online ISBN: 978-3-030-20534-8
eBook Packages: Business and ManagementBusiness and Management (R0)