Question behaviour in monocultural and intercultural business negotiations : the Dutch-Spanish connection

This article addresses the issue of asking questions as an important element of international business negotiation where there are differences in cultural background. A Dutch–Spanish difference in questioning was related to differences between the two parties in uncertainty reduction and negotiation goals. All 480 questions in 8 simulated Kelley game negotiations were reviewed: both monocultural (3 Dutch–Dutch in Dutch and 2 Spanish–Spanish in Spanish) and intercultural (3 Spanish–Dutch in English), i.e. 2 cultures and 3 languages (average duration of 30 min of recording per negotiation). This... Mehr ...