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The Relationship Between Hofstede Cultural Value and Negotiation Style: a Study in Manipur

Year: 2024

Type: article

Abstract: This empirically examined the impact of cultural values on negotiation styles among businessmen in Imphal, Manipur, using the CVSCALE model to measure five cultural dimensions: power distance, uncertainty avoidance, individualism, masculinity, and Confucian Dynamism, and the dependent measure was adopted from Banwari (2019) based on the dual concern model of negotiation style. Results show that power distance is linked to more competitive negotiation styles, while uncertainty avoidance favors collaborating and compromising styles. Collectivist cultures emphasize collaboration, while masculine cultures prefer competitiveness. Long-term orientation cultures focus on collaboration and compromise. The study highlights the importance of cultural values in negotiation styles and contributes to the research and practice of negotiations. KEYWORDS: Cultural, Negotiation style, Hofstede, CVSCALE.

Source: EPRA International Journal of Economics Business and Management Studies

DOI: 10.36713/epra19548

Authors: H B Hrangtung, Dr. A. S. Rapheileng, Dr. Kh. Tomba Singh, Dinthuingam Gonmei, Neiba

Language: English

Topic: Conflict Management and Negotiation

Subfield: Sociology and Political Science

Field: Social Sciences

Domain: Social Sciences

Open Access status: diamond

OpenAlex ID: W4405777994

FWCI:

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