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Challenges of negotiating globally in comparison to US-American patterns of negotiation

  • All kind of human interaction such as conflict resolution or engaging in new business partnerships are essentially based on bargaining and negotiations. The following thesis examines the basic elements of negotiations especially in a global working environment. A special focus is set on the most prevalent characteristics of negotiation patterns used in the US as well as their way of navigating international negotiations successfully, corroborated by an example case of conflict resolution by the US-American company Apple in China. In essence, deep knowledge and intercultural sensitivity is the key to successful negotiations whereas strategy choices based on the negotiator’s inherited culture should not be depreciated.

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Author:Sophia Emilie Schwab
Advisor:Daniel Cerquera
Document Type:Bachelor Thesis
Year of Completion:2017
Granting Institution:Hochschule Furtwangen
Release Date:2018/01/11
Degree Program:IBM - International Business Management
Functional area:Andere/Other
Licence (German):License LogoUrheberrechtlich geschützt