The Influence of Culture in International Negotiations.

Abstract

The purpose of this thesis is to analyse the influence of culture in international negotiations. I chose this topic because I have always been interested in the role of culture in an individual's life. The work is divided as follow: first there will be a definition of what an international negotiation is, then there will be a definition of culture: what are its characteristics, and its limits. Next, there will be an analysis on how scientific literature analyses culture in the context of negotiations. Particularly, the structure of the work in this part will be based on the article "The Cultural Dimension of Negotiation: the Chinese Case" (1999) written by Guy Oliver Faure, in which he divides the scientific work in four approaches: structural-processual approach, behavioural approach, cognitive-strategic approach, and stages approach. Then there will be a conclusive final part in which the results will be assessed.