Excellence in Research and Innovation for Humanity
%0 Journal Article
%A Mohamed Haffar and  Loredana Perez
%D 2015 
%J  International Journal of Social, Behavioral, Educational, Economic, Business and Industrial Engineering
%B World Academy of Science, Engineering and Technology
%I International Science Index 104, 2015
%T The Influence of National Culture on Business Negotiations: An Exploratory Study of Venezuelan and British Managers
%U http://waset.org/publications/10002079
%V 104
%X Significant attention has recently been paid to the
cross-cultural negotiations due to the growth of international
businesses. Despite the substantial body of literature examining the
influence of National Culture (NC) dimensions on negotiations, there
is a lack of studies comparing the influence of NC in Latin America
with a Western European countries, In particular, an extensive review
of the literature revealed that a contribution to knowledge would be
derived from the comparison of the influence of NC dimensions on
negotiations in UK and Venezuela. The primary data was collected
through qualitative interviews, to obtain an insight about the
perceptions and beliefs of Venezuelan and British business managers
about their negotiating styles. The findings of this study indicated
that NC has a great influence on the negotiating styles. In particular,
Venezuelan and British managers demonstrated to have opposed
negotiating styles, affecting the way they communicate, approach
people and their willingness to take risks.
%P 2794 - 2802