Effects of National Cultures in Contract Negotiations: A Study of Turkish and American Cultures.

Abstract

This thesis examines the impact of national cultures in international contract negotiations. The main focus, however, is negotiations between Turkish and American entities. The key cultural differences between the two societies are determined by a cultural survey amongst Turkish and American participants. Prof. Geert Hofstede's "five dimensions" model was implemented to reveal characteristics of these two cultures. The survey questions used by Hofstede were changed and adjusted, however, to fit the needs of this particular study. In the light of the survey results and comments obtained from experienced Turkish and American businessmen, this study provides an analysis of the differences between the two cultures and proposes general considerations and roadmaps to guide contract negotiators of these two cultures.

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Document Details

Document Type
Technical Report
Publication Date
Jun 01, 1999
Accession Number
ADA366744

Entities

People

  • Murat Kutlu

Organizations

  • Naval Postgraduate School

Tags

Communities of Interest

  • Energy and Power Technologies

DTIC Thesaurus Topics

  • Commerce
  • Contracts
  • Economic Development
  • Education
  • Electronic Mail
  • Ethnic Groups
  • Families (Human)
  • Governments
  • Language
  • Negotiations
  • Personality
  • Personnel Management
  • Psychology
  • Sociology
  • Systems Management
  • United States
  • Urban Areas

Fields of Study

  • Political science

Readers

  • East Asian Political and Security Studies within the Soviet Union
  • Government Contracting/Procurement.
  • Organizational Psychology.