Characteristics of Business Negotiation in Russia and USA: a Comparative Analysis

Student: Lapshova Svetlana

Educational Programme: Integrated Communications (Master)

Year of Graduation: 2018

This paper examines the features of two main approaches to negotiation: distributive and integrative, represented by appropriate tactics. Presents a study comparing the perceptions of business professionals from two different countries, Russia and the United States of America, regarding the appropriateness use of eight tactics of business negotiations under three different negotiating conditions. The results indicate that the choice of tactics depends on the country to which the negotiator belongs, as well as on the conditions under which the negotiations are conducted.

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