ABSTRACT
Negotiation behaviours are contingent upon people's communication styles. Consequently, cultural issues will impact the outcomes and decisions reached through negotiation. In the field of cross-cultural management, negotiation practices have been discussed as culturally rooted behaviours. Without doubt, one's personality can contribute to different practices. But, one's negotiation style can also be attributed to the shared practices of one's national culture. Take a look at the cultural dimensions that we have learned, the concept of power distance. Negotiation is a skill which is culturally rooted, which we can improve during our lives. As Dr. Norhayati stresses, “negotiation style is also much determined by one's cultural values,” which suggests that an understanding of culture and awareness of negotiation styles can guide to determine strategies for presenting the issues and solving them. Cultural awareness is a useful tool in life to conduct negotiation processes optimally.
