Cultural Dimension Interests, the Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation and Dispute Resolution

46 Pages Posted: 16 Jul 2009

See all articles by John Barkai

John Barkai

University of Hawaii - William S. Richardson School of Law

Date Written: 2008

Abstract

This article argues that effective cross-cultural negotiations and dispute resolution requires an understanding of Cultural Dimension Interests (CDIs). The article reviews many of the cultural interests that impact negotiation and dispute resolution by: 1) specifically reviewing the cultural theories of Edward T. Hall, Geert Hofstede, Fons Trompenaars and Charles M. Hampden-Turner, and Richard D. Lewis, 2) considering country specific anecdotal accounts of national negotiating behaviors, and 3) reviewing some specific beliefs, behaviors, and practices that impact national negotiation styles and approaches. The 36 Chinese strategies are reviewed and applied to negotiations. This article focuses mainly on cross-cultural differences between American and Asian negotiation styles and behaviors.

Keywords: Negotiation, mediation, culture, Hofstede, Geert Hofstede, cultural dimensions, Edward T. Hall, cultural stereotypes, 36 strategies, dance of negotiation, Hampden-Turner, Trompenaars, Richard D. Lewis

Suggested Citation

Barkai, John, Cultural Dimension Interests, the Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation and Dispute Resolution (2008). Pepperdine Dispute Resolution Law Journal, Vol. 8, No. 3, 2008. Available at SSRN: https://ssrn.com/abstract=1433479

John Barkai (Contact Author)

University of Hawaii - William S. Richardson School of Law ( email )

2515 Dole Street
Honolulu, HI 96822-2350
United States
808-956-6546 (Phone)

HOME PAGE: http://www2.hawaii.edu/~barkai

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