Managing cross-cultural negotiations: a bargaining experiment between Chinese and Italians

Abstract

The main goal of this master thesis is to prove the significance of negotiation and to evaluate the importance of cultural differences in business. First, the research is devoted to building upon the main elements involved in negotiations, including approaches to negotiation, typologies and biases. Thereafter, the concept of culture and its influence on business negotiations are examined and described in detail. The practical research is realized through an experiment between 5 Chinese and 5 Italian students, who I have arranged into 5 couples in order to make them negotiate one against the other.