THE IMPACT OF CULTURE ON INTERCULTURAL BUSINESS NEGOTIATION - WITH PARTICULAR REFERENCE TO JAPAN AND THE USA / L’IMPACT DE LA CULTURE SUR LA NÉGOCIATION DES AFFAIRES INTERCULTURELLES: LE CAS DU JAPON ET DES ÉTATS-UNIS / IMPACTUL CULTURII ASUPRA NEGOCIERII DE AFACERI INTERCULTURALE – CU REFERIRE SPECIALĂ LA JAPONIA ŞI SUA

Abstract

Relying on Hall’s and Hofstede’s cultural dimensions and Salacuse’s ten cultural elements that affect business negotiation in intercultural settings, this article assesses cultural differences between the USA and Japan and how they impact business negotiation. Cultural variation between the two cultures is also analyzed in linguistic features by examining scripts from AmericanJapanese business encounters.

Keywords

• culture
• intercultural negotiation
• the USA
• Japan