top of page

International Business Negotiations: A Contrast Of Culture On Negotiations Between Israeli And East Asian Companies

Abstract of the Student #Thesis: Foad Alatsibi

The purpose of this thesis is to enhance the understanding of the effects culture has on negotiations between Israeli and Asian companies. The author utilizes traditional cultural theories to define culture and its impact on both individual behavior and organizational structures. Salacuse's (1998) ten factors, which conceptualize how culture influences various aspects of the negotiation process, are employed to develop proposed negotiation profiles for East Asian and Israeli negotiators. These profiles are based on the discussed theories, specific East Asian cultural characteristics, and various "how-to" literature sources on international negotiations.

The second part of the thesis comprises empirical research based on three personal interviews with professionals who have relevant experience. A qualitative research approach was chosen due to the exploratory nature of the research question, focusing on how different cultures affected negotiations in the cases of the three interviewees. The goal of this research is not to develop new factors or generalize findings but to provide a deeper understanding of negotiation as a social interaction across cultures.

The research design used Salacuse's framework (1998) as its theoretical foundation, explaining cultural differences and their impact on negotiation styles through ten factors: goal, attitude, personal style, communication, time sensitivity, emotionalism, agreement form, agreement building, team organization, and risk-taking. The results indicate that while increased interaction between Israeli and Asian companies has minimized differences in some factors, other factors still pose significant challenges to successful negotiations with Asian counterparts.

Recent Posts

See All


bottom of page