Power, culture and preparation in international negotiations

Abstract

Power and culture each receive considerable attention in the negotiation literature although our knowledge about the relationship between these two concepts is still in a development state. Power is fundamental in all negotiations, as are cultural norms, but culture is only a significant factor in negotiations when cultural differences between negotiating parties are present. This paper will review the literature on power and the literature on culture to establish the relationship between these two critical concepts. Specifically, the authors examine how cultural differences influence how negotiators acquire power in negotiations. Cultural differences toward time, risk propensity, egalitarianism and social hierarchy are found to be salient through this analysis. Understanding the relationship between culture and power offers utility in preparing to negotiate and in concluding international negotiations.