The impact of culture on business negotiations between Swedish and US businessmen: a case study of two Swedish businessmen

University essay from Luleå/Industriell ekonomi och samhällsvetenskap

Author: Johan Lintzén; Anne Svedjeholm; [2006]

Keywords: Business culture;

Abstract: 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.