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.
Managing cross-cultural negotiations: a bargaining experiment between Chinese and Italians
De Agostini, Annalisa
2022/2023
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.File in questo prodotto:
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Utilizza questo identificativo per citare o creare un link a questo documento:
https://hdl.handle.net/20.500.14247/10498