Indian negotiation style
by Harsh Sharma
International Journal of Indian Culture and Business Management (IJICBM), Vol. 17, No. 1, 2018

Abstract: Characterising the style of negotiation, depending upon the nationality and cultural practices is important for developing an effective negotiating template in the increasingly interconnected world. A desire to understand cultural underpinnings of negotiating behaviour has led to the emergence of many models in US, Japanese, Chinese and Arabian settings. The present article dwells on the cultural specific tendencies in negotiation in the Indian context. The article explains the Indian uniqueness of negotiating experience in the framework of Hofstede's (2003, 2010) findings on elements of national culture. Discussion based on historical narratives and culture-specific experiences leans towards concluding that there is a clearly visible Indian style of negotiation that is very contextual and perception of factors like power asymmetry, masculinity/femininity, individualism/collectivism and uncertainty avoidance interact with situational factors to determine the Indians' behaviour during negotiation.

Online publication date: Tue, 22-May-2018

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Indian Culture and Business Management (IJICBM):
Login with your Inderscience username and password:

    Username:        Password:         

Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email