The purpose of this study is to demonstrate the importance of intercultural negotiation, and the reasons hereof. Equally so, it is to explain the differences between two closely linked concepts, namely international negotiations and intercultural negotiations. An account of Bülow and Kumar’s (2011) objections about the relevance of national culture is presented, and finally, the concepts of conflicting findings, imprecision in terminology and essentialism are discussed in further depth.
Bülow and Kumar (2011) argue that much research on intercultural negotiation fails to generate applicable findings, as researchers tend to be biased in different ways, and apply different, sometimes even, contradicting research methods and terminology. More specifically, the topics of national culture, conflicting findings, imprecision in terminology, and essentialism compose the areas from which the inapplicable findings seem to arise (Bülow and Kumar 2011: 349). These topics are discussed to a greater extent in the following section, which is to answer the questions posed in the purpose statement.
For practical reasons an account of the difference between international negotiations and intercultural negotiations is put forth in the first part, as the succeeding questions concern the exact nature of intercultural negotiations and by such, demand an explanation of the term. The answers to why the study of intercultural negotiation needs special attention, and why Bülow and Kumar question the relevance of national culture are presented in one coherent answer, as these questions are believed to be somewhat intertwined.
The difference between international negotiation and intercultural negotiation
As the term implies, international negotiation is focused on the negotiation between different countries (International Negotiations 2013). This entails that differences in legal, economical and political systems need to be taken into consideration when
Bibliography: Bülow, A. M., and Kumar, R. (2011) Culture and Negotiation. International Negotiation 16, 349-359. Changing Minds (2002-2013) International Negotiations. Available at: http://changingminds.org/disciplines/negotiation/styles/international_negotiation.htm [Accessed 20 August 2014]