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Cross-Cultural Competence and Functional Diversity in Business Negotiations: A Developing Country’s Perspective

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Advances in Cross-Cultural Decision Making

Part of the book series: Advances in Intelligent Systems and Computing ((AISC,volume 480))

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Abstract

The paper examines cross-cultural competence and functional diversity in cross border transactions. From the Ghanaian cultural context, we analyse the positions of USA, UK, Germany, Japan, China, and the South African business executives in a buyer-seller relationship exchange of the negotiations using the qualitative exploratory approach. Findings indicate whereas cultural competence significantly affects trans-national negotiation decision making, the success or failure of negotiations is not dependent on the presence of shared cultural identities. Mutual adaptations, trust and power dominance significantly influence cross-border negotiation decision making. Meanwhile, in the buyer-seller dyad, functional diversity in negotiation decision outcomes is influenced by partner’s level of exposure and ethics as openness, integrity, and intrinsically linked to business decisions and contractual agreements.

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Authors and Affiliations

  1. University of Ghana Business School, University of Ghana, LG 78, Legon, Ghana

    Anku-Tsede Olivia & Believe Quaqoo Dedzo

Authors
  1. Anku-Tsede Olivia
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  2. Believe Quaqoo Dedzo
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Correspondence to Anku-Tsede Olivia .

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Editors and Affiliations

  1. AdvancedDistributedLearning (ADL) Initia, Arlington, VA, USA

    Sae Schatz

  2. LockheedMartin'sAdvancedTechnologyLabs, Orlando, FL, USA

    Mark Hoffman

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Olivia, AT., Dedzo, B.Q. (2017). Cross-Cultural Competence and Functional Diversity in Business Negotiations: A Developing Country’s Perspective. In: Schatz, S., Hoffman, M. (eds) Advances in Cross-Cultural Decision Making. Advances in Intelligent Systems and Computing, vol 480. Springer, Cham. https://doi.org/10.1007/978-3-319-41636-6_7

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  • DOI: https://doi.org/10.1007/978-3-319-41636-6_7

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-41635-9

  • Online ISBN: 978-3-319-41636-6

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