IDEAS home Printed from https://ideas.repec.org/a/rom/rmcimn/v10y2009i1p163-175.html
   My bibliography  Save this article

Perception of negotiation partner: cultural differences from perspective of estonians

Author

Listed:
  • Maaja VADI

    () (University of Tartu, Estonia)

  • Triin KASK

    () (University of Tartu, Estonia)

  • Kadri KARMA

    () (University of Tartu, Estonia)

Abstract

Negotiations are a means for entrepreneurial communication and the manner how participants in negotiations treat each other is very much influenced by their cultural background. Cultural background pro¬vides individuals an understanding of their partner’s role from various perspectives. Several cultural orientations have been proposed by different authors to measure cultures. Cultural orientation is considered a relative phenomenon and thus the way other cultures are perceived depends largely on the perceiver. Estonia is a small country which was ruled by various powers but Russian and German impact is mentioned the most often. Both of these countries also play an important role in Estonia’s economy and hence it is interesting and valuable to gain better understanding of how Estonians perceive them in the framework of entrepreneurial communication. The aim of the study is to draw some implications for entrepreneurs by way of studying Estonians’ views on Germans’ and Russians’ negotiation behavior. The study was based on the framework of Hofstede’s cultural dimensions using qualitative research method. The findings, along with other issues, bring up three aspects for entrepreneurs to consider when dealing with international negotiations. Limited experience and the perception of differences may lead to generation of stereotypes among entrepreneurs. Therefore, education and thorough investigation would be beneficial for acquiring efficient negotiation behavior.

Suggested Citation

  • Maaja VADI & Triin KASK & Kadri KARMA, 2009. "Perception of negotiation partner: cultural differences from perspective of estonians," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 10(1), pages 163-175, March.
  • Handle: RePEc:rom:rmcimn:v:10:y:2009:i:1:p:163-175
    as

    Download full text from publisher

    File URL: http://www.rmci.ase.ro/no10vol1/Vol10_No1_Article15.pdf
    Download Restriction: no

    More about this item

    Keywords

    negotiations; entrepreneurship; national culture; Hofstede’s dimensions; perception of partner.;

    JEL classification:

    • Z10 - Other Special Topics - - Cultural Economics - - - General

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:rom:rmcimn:v:10:y:2009:i:1:p:163-175. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Marian Nastase). General contact details of provider: http://edirc.repec.org/data/mnasero.html .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.