Research Article
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A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers

Year 2018, Volume: 18 Issue: 2, 273 - 288, 01.04.2018
https://doi.org/10.21121/eab.2018237355

Abstract

It is a well-proven evidence that national cultures

of international business managers affect their

negotiation styles. There are also cross-national

studies suggesting that Turkish and American

cultures have unique characteristics and differ in

many ways. Combining these two premises, this

research compares the key negotiation tendencies

of 108 Turkish and American managers who have

been somewhat involved in business negotiations

on behalf of their organizations. Data was obtained

through quantitative ranking style questionnaires

and interviews administrated in the California

State of America and major cities in Turkey. In the

qualitative part, utilizing the mutual assessments

of experienced Turkish negotiators on American

negotiation styles and vice versa, the study gives

insights into the debate on the determinants of

cross-cultural business negotiations in the case

of these two distinct cultures. Results from the

independent-samples t-test which compared the

means of quantitative scores reveal that although

the negotiation styles of Turkish and American

managers working for fully-domestic businesses

differ significantly, both American and Turkish

managers of multinational businesses tend to

use similar negotiation styles. Coherently, some

qualitative assessments were also found supporting

the convergence trajectory towards cultureindependent

‘common’ principles in international

business and cooperation negotiations.

References

  • Abbasi, M. S., Tarhini, A., Elyas, T. and Shah, F. (2015) “Impact of Individualism and Collectivism Over the Individual’s Technology Acceptance Behaviour: A Multi- Group Analysis Between Pakistan And Turkey” Journal of Enterprise Information Management, 28(6): 747-768.
  • Adair, W. L., Taylor, M., Chu, J., Ethier, N., Xiong, T., Okumura, T. and Brett, J. (2013) “Effective Influence in Negotiation: The Role of Culture and Framing” International Studies of Management & Organization, 43(4): 6-25.
  • Adler, N. J. and Graham, J. L. (1989) “Cross-Cultural Interaction: The International Comparison Fallacy?” Journal of International Business Studies, 20(3): 515-537.
  • Akgunes, A. and Culpepper, R. (2012) “Negotiations Between Chinese and Americans: Examining the Cultural Context and Salient Factors” The Journal of International Management Studies, 7(1): 191-200.
  • Altintas, F. Ç. (2008) “A Comparative Analysis of Turkish and German Managers’ Personal Values” Ankara University SBF Journal, 63(4): 65-87.
  • Arpaci, I., Cetin, Y. Y., Turetken, O. (2015) “A Cross-Cultural Analysis of Smartphone Adoption by Canadian and Turkish Organizations” Journal of Global Information Technology Management, 18(3): 214-238.
  • Babayiğit, S. (2006) Business Negotiations at Different Cultures in International Marketing and An Application, (written in Turkish), Unpublished PhD Thesis, Erciyes University, Institute of Social Sciences, Kayseri, Turkey.
  • Bachkirov, A. A. and AlAbri, S. (2016) “Islamic Values and Negotiator Behaviour” International Journal of Islamic and Middle Eastern Finance and Management, 9(3): 333-345.
  • Bergiel, E. B., Bergiel, B. J. and Upson, J. W. (2012) “Revisiting Hofstede’s Dimensions: Examining the A Research on the Differences between Business Negotiation Styles of Turkish and American Managers 287
  • Cultural Convergence of the United States and Japan” American Journal of Management, 12(1): 69-79.
  • Carnevale, P. J. (1995) “Property, Culture, and Negotiation” R. M. Kramer and D. M. Messick (Eds.) Negotiation as A Social Process, Thousand Oaks: Sage, pp.309-323.
  • Cortina, L. M. and Wasti, S. A. (2005) “Profiles in Coping: Responses to Sexual Harassment Across Persons, Organizations, and Cultures” Journal of Applied Psychology, 90(1): 182-192.
  • Cox, T. H. and Blake, S. (1991) “Managing Cultural Diversity: Implications for Organizational Competitiveness” Academy of Management Executive, 5(3): 45-56.
  • Cukur, C. S., De Guzman, M. R. T. and Carlo, Gustavo (2004) “Religiosity, Values, and Horizontal and Vertical Individualism-Collectivism: A Study of Turkey, the United States, and the Philippines” The Journal Social Psychology, 144(6): 613-634.
  • Edewor, P. A. and Aluko, Y. A. (2007) “Diversity Management, Challenges and Opportunities in Multicultural Organizations” The International Journal of Diversity in Organizations, Communities and Nations, 6(6): 189-196.
  • Ensari, N. and Murphy, S. E. (2003) “Cross-Cultural Variations in Leadership Perceptions and Attribution of Charisma to The Leader” Organizational Behavior and Human Decision Processes, 92 (1-2): 52-66.
  • Erkuş, A. and Banai, M. (2011) “Attitudes Towards Questionable Negotiation Tactics in Turkey” International Journal of Conflict Management, 22(3): 239-263.
  • Fang, T. (2003) “A Critique of Hofstede’s Fifth National Culture Dimension” International Journal of Cross Cultural Management, 3(3): 347-368.
  • Fisher, R., Ury, W. and Patton, B. (1991) Getting to Yes: Negotiating Agreement Without Giving In, 2nd Edition, New York: Penguin Books.
  • Gerhart, B. (2008) “How Much Does National Culture Constrain Organizational Culture?” Management and Organization Review, 5(2): 241-259.
  • GLOBE-Global Leadership & Organizational Behavior Effectiveness (2017). <http://globeproject.com/>. Graf, A., Koeszegi, S. T., Pesendorfer, E. M. (2012) “Cross‐ Cultural Negotiations and Power Distance: Strategies Applied by Asian and European Buyers and Sellers in Electronic Negotiations” Nankai Business Review International, 3(3): 242-256.
  • Gunkel, M., Schlaegel, C. and Taras, V. (2016) “Cultural Values, Emotional Intelligence, and Conflict Handling Styles: A Global Study” Journal of World Business, 51(4): 568-585.
  • Hilty, J. A. and Carnevale, P. J. (1993) “Black-Hat/White- Hat Strategy in Bilateral Negotiation” Organizational Behavior and Human Decision Processes, 55(3): 444-469. Hofstede, G. (1980) Culture’s Consequences, Beverly Hills: Sage.
  • Hofstede, G. (1993) “Cultural Constraints in Management Theories” Academy of Management Executive, 7(1): 81- 94.
  • Hofstede, G. (1994) “The Business of International Business is Culture” International Business Review, 3(1): 1-14.
  • Hofstede, G. (2001) Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations, 2nd Edition, Thousand Oaks: Sage.
  • Hofstede, G. (2011) “Dimensionalizing Cultures: The Hofstede Model in Context” Online Readings in Psychology and Culture, 2(1): 1-26.
  • Katz, L. (2007) Negotiating International Business: The Negotiator's Reference Guide to 50 Countries Around the World, 2nd Edition, Charleston: BookSurge Publishing. Kozan, M. K. and Ergin, C. (1998) “Preference for Third Party Help in Conflict Management in the United States and Turkey: An Experimental Study” Journal of Cross- Cultural Psychology, 29(4): 525-539.
  • Low, P. K. C. (2010) Successfully Negotiating in Asia, New York: Springer-Verlag.
  • Ma, Z., Erkuş, A. and Tabak, A. (2010) “Explore the Impact of Collectivism on Conflict Management Styles: A Turkish Study” International Journal of Conflict Management, 21(2):169-185.
  • Manrai, L. A. and Manrai, A. K. (2010) “The Influence of Culture in International Business Negotiations: A New Conceptual Framework and Managerial Implications” Journal of Transnational Management, 14(1): 69-100.
  • Metcalf, L. E., Bird, A., Shankarmahesh, M., Aycan, Z., Larimo, J. and Valdelamar, D. D. (2006) “Cultural Tendencies in Negotiation: A Comparison of Finland, India, Mexico, Turkey, and the United States” Journal of World Business, 41(4): 382-394.
  • Metcalf, L. E., Shankarmahesh, M., Bird, A., Lituchy, T. R. and Peterson, M. F. (2007) “Cultural Influences in Negotiations: A Four Country Comparative Analysis” International Journal of Cross Cultural Management, 7(2): 147-168.
  • Miles, M. (2003) “Negotiating with the Chinese: Lessons from the Field” The Journal of Applied Behavioral Science, 39(4): 453-472.
  • Muijen, J. J. V. and Koopman, P. L. (1994) “The Influence of National Culture on Organizational Culture: A Comparative Study Between 10 Countries” European Work and Organizational Psychologist, 4(4): 367-380.
  • Özel, E. (2008) Managers’ Negotiation Styles from Different Cultures: Comparison of Turkish and American, (written in Turkish), Unpublished MBA Thesis, Marmara University, Institute of Social Sciences, İstanbul, Turkey.
  • Parnell, J. A. and Kedia, B. L. (1996) “The Impact of National Culture on Negotiating Behaviors Across Borders” International Journal of Value-Based Management, 9(1): 45-61.
  • Ravasi, D. and Schultz, M. (2006) “Responding to Organizational Identity Threats: Exploring the Role of Organizational Culture” Academy of Management Journal, 49(3), 433-458.
  • Salacuse, J. W. (1998) “Ten Ways that Culture Affects Negotiating Style: Some Survey Results” Negotiation Journal, 14(3): 221-235.
  • Salacuse, J. W. (2003) The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, Basingstoke: Palgrave Macmillan.
  • Salacuse, J. W. (2006) Leading Leaders: How to Manage Smart, Talented, Rich, and Powerful People, New York: American Management Association.
  • Salmon, E. D., Gelfand, M. J., Ting, H., Kraus, S., Gal, Y. and Fulmer, C. A. (2016) “When Time Is Not Money: Why Americans May Lose Out at The Negotiation Table” Academy of Management Discoveries, 2(4), 349-367.
  • Schneider, S. C. (1988) “National vs. Corporate Culture: Implications for Human Resource Management” Human Resource Management, 27(2): 231-246.
  • Schwartz, S. H. (1994) “Beyond Individualism/ Collectivism: New Cultural Dimensions of Values” U.
  • Kim, H.C. Triandis, C. Kagitcibasi, C.S. Choi and G. Yoon (Eds.) Individualism and Collectivism: Theory, Method and Applications, Thousand Oaks: Sage, pp. 85-119
  • Tinsley, C. H., Turan, N., Aslani, S. and Weingart, L. R. (2011) “The Interplay between Culturally- and Situationally-based Mental Models of Intercultural Dispute Resolution: West Meets Middle East” International Negotiation, 16(3): 481-510.
  • Tsui, A. S., Nifadkar, S.S. and Ou, A.Y. (2007) “Cross- National, Cross-Cultural Organizational Behavior Research: Advances, Gaps, and Recommendations” Journal of Management, 33(3): 426-478.
  • Ucer, M. (2009) Dutch-Turkish Business Cooperation: An Effective Way of Dealing with Cultural Differences, Which Influence Business Co-Operation Between Dutch and Turkish Companies, Master Thesis, International Management at the University of Twente, <http://essay. utwente.nl/60254/1/MSc_Meltem_Ucer.pdf>.
  • Volkema, R. J. (2004) “Demographic, Cultural, and Economic Predictors of Perceived Ethicality of Negotiation Behavior: A Nine-Country Analysis” Journal of Business Research, 57(1): 69-78.
  • Weiss, S. E. and Stripp, W. (1998) “Negotiating with Foreign Businesspersons: An Introduction for Americans with Propositions on Six Cultures” S. Niemeier, C.P. Campbell and R. Dirven (Eds) The Cultural Context in Business Communication, Amsterdam: John Benjamins, pp.51-118.
Year 2018, Volume: 18 Issue: 2, 273 - 288, 01.04.2018
https://doi.org/10.21121/eab.2018237355

Abstract

References

  • Abbasi, M. S., Tarhini, A., Elyas, T. and Shah, F. (2015) “Impact of Individualism and Collectivism Over the Individual’s Technology Acceptance Behaviour: A Multi- Group Analysis Between Pakistan And Turkey” Journal of Enterprise Information Management, 28(6): 747-768.
  • Adair, W. L., Taylor, M., Chu, J., Ethier, N., Xiong, T., Okumura, T. and Brett, J. (2013) “Effective Influence in Negotiation: The Role of Culture and Framing” International Studies of Management & Organization, 43(4): 6-25.
  • Adler, N. J. and Graham, J. L. (1989) “Cross-Cultural Interaction: The International Comparison Fallacy?” Journal of International Business Studies, 20(3): 515-537.
  • Akgunes, A. and Culpepper, R. (2012) “Negotiations Between Chinese and Americans: Examining the Cultural Context and Salient Factors” The Journal of International Management Studies, 7(1): 191-200.
  • Altintas, F. Ç. (2008) “A Comparative Analysis of Turkish and German Managers’ Personal Values” Ankara University SBF Journal, 63(4): 65-87.
  • Arpaci, I., Cetin, Y. Y., Turetken, O. (2015) “A Cross-Cultural Analysis of Smartphone Adoption by Canadian and Turkish Organizations” Journal of Global Information Technology Management, 18(3): 214-238.
  • Babayiğit, S. (2006) Business Negotiations at Different Cultures in International Marketing and An Application, (written in Turkish), Unpublished PhD Thesis, Erciyes University, Institute of Social Sciences, Kayseri, Turkey.
  • Bachkirov, A. A. and AlAbri, S. (2016) “Islamic Values and Negotiator Behaviour” International Journal of Islamic and Middle Eastern Finance and Management, 9(3): 333-345.
  • Bergiel, E. B., Bergiel, B. J. and Upson, J. W. (2012) “Revisiting Hofstede’s Dimensions: Examining the A Research on the Differences between Business Negotiation Styles of Turkish and American Managers 287
  • Cultural Convergence of the United States and Japan” American Journal of Management, 12(1): 69-79.
  • Carnevale, P. J. (1995) “Property, Culture, and Negotiation” R. M. Kramer and D. M. Messick (Eds.) Negotiation as A Social Process, Thousand Oaks: Sage, pp.309-323.
  • Cortina, L. M. and Wasti, S. A. (2005) “Profiles in Coping: Responses to Sexual Harassment Across Persons, Organizations, and Cultures” Journal of Applied Psychology, 90(1): 182-192.
  • Cox, T. H. and Blake, S. (1991) “Managing Cultural Diversity: Implications for Organizational Competitiveness” Academy of Management Executive, 5(3): 45-56.
  • Cukur, C. S., De Guzman, M. R. T. and Carlo, Gustavo (2004) “Religiosity, Values, and Horizontal and Vertical Individualism-Collectivism: A Study of Turkey, the United States, and the Philippines” The Journal Social Psychology, 144(6): 613-634.
  • Edewor, P. A. and Aluko, Y. A. (2007) “Diversity Management, Challenges and Opportunities in Multicultural Organizations” The International Journal of Diversity in Organizations, Communities and Nations, 6(6): 189-196.
  • Ensari, N. and Murphy, S. E. (2003) “Cross-Cultural Variations in Leadership Perceptions and Attribution of Charisma to The Leader” Organizational Behavior and Human Decision Processes, 92 (1-2): 52-66.
  • Erkuş, A. and Banai, M. (2011) “Attitudes Towards Questionable Negotiation Tactics in Turkey” International Journal of Conflict Management, 22(3): 239-263.
  • Fang, T. (2003) “A Critique of Hofstede’s Fifth National Culture Dimension” International Journal of Cross Cultural Management, 3(3): 347-368.
  • Fisher, R., Ury, W. and Patton, B. (1991) Getting to Yes: Negotiating Agreement Without Giving In, 2nd Edition, New York: Penguin Books.
  • Gerhart, B. (2008) “How Much Does National Culture Constrain Organizational Culture?” Management and Organization Review, 5(2): 241-259.
  • GLOBE-Global Leadership & Organizational Behavior Effectiveness (2017). <http://globeproject.com/>. Graf, A., Koeszegi, S. T., Pesendorfer, E. M. (2012) “Cross‐ Cultural Negotiations and Power Distance: Strategies Applied by Asian and European Buyers and Sellers in Electronic Negotiations” Nankai Business Review International, 3(3): 242-256.
  • Gunkel, M., Schlaegel, C. and Taras, V. (2016) “Cultural Values, Emotional Intelligence, and Conflict Handling Styles: A Global Study” Journal of World Business, 51(4): 568-585.
  • Hilty, J. A. and Carnevale, P. J. (1993) “Black-Hat/White- Hat Strategy in Bilateral Negotiation” Organizational Behavior and Human Decision Processes, 55(3): 444-469. Hofstede, G. (1980) Culture’s Consequences, Beverly Hills: Sage.
  • Hofstede, G. (1993) “Cultural Constraints in Management Theories” Academy of Management Executive, 7(1): 81- 94.
  • Hofstede, G. (1994) “The Business of International Business is Culture” International Business Review, 3(1): 1-14.
  • Hofstede, G. (2001) Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations, 2nd Edition, Thousand Oaks: Sage.
  • Hofstede, G. (2011) “Dimensionalizing Cultures: The Hofstede Model in Context” Online Readings in Psychology and Culture, 2(1): 1-26.
  • Katz, L. (2007) Negotiating International Business: The Negotiator's Reference Guide to 50 Countries Around the World, 2nd Edition, Charleston: BookSurge Publishing. Kozan, M. K. and Ergin, C. (1998) “Preference for Third Party Help in Conflict Management in the United States and Turkey: An Experimental Study” Journal of Cross- Cultural Psychology, 29(4): 525-539.
  • Low, P. K. C. (2010) Successfully Negotiating in Asia, New York: Springer-Verlag.
  • Ma, Z., Erkuş, A. and Tabak, A. (2010) “Explore the Impact of Collectivism on Conflict Management Styles: A Turkish Study” International Journal of Conflict Management, 21(2):169-185.
  • Manrai, L. A. and Manrai, A. K. (2010) “The Influence of Culture in International Business Negotiations: A New Conceptual Framework and Managerial Implications” Journal of Transnational Management, 14(1): 69-100.
  • Metcalf, L. E., Bird, A., Shankarmahesh, M., Aycan, Z., Larimo, J. and Valdelamar, D. D. (2006) “Cultural Tendencies in Negotiation: A Comparison of Finland, India, Mexico, Turkey, and the United States” Journal of World Business, 41(4): 382-394.
  • Metcalf, L. E., Shankarmahesh, M., Bird, A., Lituchy, T. R. and Peterson, M. F. (2007) “Cultural Influences in Negotiations: A Four Country Comparative Analysis” International Journal of Cross Cultural Management, 7(2): 147-168.
  • Miles, M. (2003) “Negotiating with the Chinese: Lessons from the Field” The Journal of Applied Behavioral Science, 39(4): 453-472.
  • Muijen, J. J. V. and Koopman, P. L. (1994) “The Influence of National Culture on Organizational Culture: A Comparative Study Between 10 Countries” European Work and Organizational Psychologist, 4(4): 367-380.
  • Özel, E. (2008) Managers’ Negotiation Styles from Different Cultures: Comparison of Turkish and American, (written in Turkish), Unpublished MBA Thesis, Marmara University, Institute of Social Sciences, İstanbul, Turkey.
  • Parnell, J. A. and Kedia, B. L. (1996) “The Impact of National Culture on Negotiating Behaviors Across Borders” International Journal of Value-Based Management, 9(1): 45-61.
  • Ravasi, D. and Schultz, M. (2006) “Responding to Organizational Identity Threats: Exploring the Role of Organizational Culture” Academy of Management Journal, 49(3), 433-458.
  • Salacuse, J. W. (1998) “Ten Ways that Culture Affects Negotiating Style: Some Survey Results” Negotiation Journal, 14(3): 221-235.
  • Salacuse, J. W. (2003) The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, Basingstoke: Palgrave Macmillan.
  • Salacuse, J. W. (2006) Leading Leaders: How to Manage Smart, Talented, Rich, and Powerful People, New York: American Management Association.
  • Salmon, E. D., Gelfand, M. J., Ting, H., Kraus, S., Gal, Y. and Fulmer, C. A. (2016) “When Time Is Not Money: Why Americans May Lose Out at The Negotiation Table” Academy of Management Discoveries, 2(4), 349-367.
  • Schneider, S. C. (1988) “National vs. Corporate Culture: Implications for Human Resource Management” Human Resource Management, 27(2): 231-246.
  • Schwartz, S. H. (1994) “Beyond Individualism/ Collectivism: New Cultural Dimensions of Values” U.
  • Kim, H.C. Triandis, C. Kagitcibasi, C.S. Choi and G. Yoon (Eds.) Individualism and Collectivism: Theory, Method and Applications, Thousand Oaks: Sage, pp. 85-119
  • Tinsley, C. H., Turan, N., Aslani, S. and Weingart, L. R. (2011) “The Interplay between Culturally- and Situationally-based Mental Models of Intercultural Dispute Resolution: West Meets Middle East” International Negotiation, 16(3): 481-510.
  • Tsui, A. S., Nifadkar, S.S. and Ou, A.Y. (2007) “Cross- National, Cross-Cultural Organizational Behavior Research: Advances, Gaps, and Recommendations” Journal of Management, 33(3): 426-478.
  • Ucer, M. (2009) Dutch-Turkish Business Cooperation: An Effective Way of Dealing with Cultural Differences, Which Influence Business Co-Operation Between Dutch and Turkish Companies, Master Thesis, International Management at the University of Twente, <http://essay. utwente.nl/60254/1/MSc_Meltem_Ucer.pdf>.
  • Volkema, R. J. (2004) “Demographic, Cultural, and Economic Predictors of Perceived Ethicality of Negotiation Behavior: A Nine-Country Analysis” Journal of Business Research, 57(1): 69-78.
  • Weiss, S. E. and Stripp, W. (1998) “Negotiating with Foreign Businesspersons: An Introduction for Americans with Propositions on Six Cultures” S. Niemeier, C.P. Campbell and R. Dirven (Eds) The Cultural Context in Business Communication, Amsterdam: John Benjamins, pp.51-118.
There are 50 citations in total.

Details

Primary Language English
Subjects Business Administration
Journal Section Research Article
Authors

Özge Demiral 0000-0003-0165-2206

Publication Date April 1, 2018
Published in Issue Year 2018 Volume: 18 Issue: 2

Cite

APA Demiral, Ö. (2018). A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers. Ege Academic Review, 18(2), 273-288. https://doi.org/10.21121/eab.2018237355
AMA Demiral Ö. A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers. ear. April 2018;18(2):273-288. doi:10.21121/eab.2018237355
Chicago Demiral, Özge. “A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers”. Ege Academic Review 18, no. 2 (April 2018): 273-88. https://doi.org/10.21121/eab.2018237355.
EndNote Demiral Ö (April 1, 2018) A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers. Ege Academic Review 18 2 273–288.
IEEE Ö. Demiral, “A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers”, ear, vol. 18, no. 2, pp. 273–288, 2018, doi: 10.21121/eab.2018237355.
ISNAD Demiral, Özge. “A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers”. Ege Academic Review 18/2 (April 2018), 273-288. https://doi.org/10.21121/eab.2018237355.
JAMA Demiral Ö. A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers. ear. 2018;18:273–288.
MLA Demiral, Özge. “A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers”. Ege Academic Review, vol. 18, no. 2, 2018, pp. 273-88, doi:10.21121/eab.2018237355.
Vancouver Demiral Ö. A Research On The Differences Between Business Negotiation Styles Of Turkish And American Managers. ear. 2018;18(2):273-88.