IDEAS home Printed from
MyIDEAS: Log in (now much improved!) to save this article

Perception of negotiation partner: cultural differences from perspective of estonians

Listed author(s):
  • Maaja VADI


    (University of Tartu, Estonia)

  • Triin KASK


    (University of Tartu, Estonia)

  • Kadri KARMA


    (University of Tartu, Estonia)

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.

If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

File URL:
Download Restriction: no

Article provided by Faculty of Management, Academy of Economic Studies, Bucharest, Romania in its journal REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT.

Volume (Year): 10 (2009)
Issue (Month): 1 (March)
Pages: 163-175

in new window

Handle: RePEc:rom:rmcimn:v:10:y:2009:i:1:p:163-175
Contact details of provider: Postal:

Phone: 0040-01-2112650
Fax: 0040-01-3129549
Web page:

More information through EDIRC

No references listed on IDEAS
You can help add them by filling out this form.

This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

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)

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.

If references are entirely missing, you can add them using this form.

If the full references list an item that is present in RePEc, but the system did not link to it, you can help with 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 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.

This information is provided to you by IDEAS at the Research Division of the Federal Reserve Bank of St. Louis using RePEc data.