ABSTRACT
This chapter explains how cultural differences shape the deal vs. relationship model as well as the influence of culture on important aspects of Inter Cultural Business Negotiations, especially the negotiation process and the outcome orientation. It should be stressed that cultural differences are not only impediments and obstacles to a smooth negotiation process. Culture is useful to the group and to the individual because tasks are made easier through a set of unwritten, implicit rules that are shared since early childhood. All societies combine some elements of ingroup and outgroup orientation. For example, "affirmative action, equal opportunity" is a strong outgroupist motto, typical of Western cultures. The association of cultural orientations with either a Deal-Making style or a Relationship-Building style should not be considered as due to causality. A large part of the academic literature on the influence of culture on international business negotiations uses a comparative, cross-national, and/or cross-cultural setting.
