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The impact of culture on business negotiations between Swedish and US businessmen: a case study of two Swedish businessmen
2006 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

In today's global business environment, cross-cultural negotiation has become a popular area of study. There are often differences between the negotiating parties’ ways of conducting business, language, dress, preferences, and legal and ethical considerations. Understanding and taking these cultural variables into account in the country where business transactions are taking place is one of the most important aspects of being successful in any international business attempt. We have in this thesis investigated how cultural differences affect business negotiations between Swedish and American businessmen. Furthermore, we have tried to find out how the influence of culture on business negotiations between businessmen from Sweden and the US can be described, as well as how the cultural problems facing Swedish businessmen when negotiating with businessmen from the US can be expressed. Finally, international business negotiations can be discussed from many different dimensions but in this thesis, we have only focused on the dimension of business negotiations between people from Sweden and people from the US, from the perspective of Swedish businessmen.

Place, publisher, year, edition, pages
Keyword [en]
Social Behaviour Law, Business culture
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
URN: urn:nbn:se:ltu:diva-54956ISRN: LTU-DUPP--06/136--SELocal ID: be0c08db-9272-40a5-a8be-dc1c76d368b4OAI: diva2:1028337
Subject / course
Student thesis, at least 15 credits
Educational program
Industrial Marketing, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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