THE RELATIONSHIP BETWEEN HOFSTEDE CULTURAL VALUE AND NEGOTIATION STYLE: A STUDY IN MANIPUR

This empirically examined the impact of cultural values on negotiation styles among businessmen in Imphal, Manipur, using the CVSCALE model to measure five cultural dimensions: power distance, uncertainty avoidance, individualism, masculinity, and Confucian Dynamism, and the dependent measure was adopted from Banwari (2019) based on the dual concern model of negotiation style. Results show that power distance is linked to more competitive negotiation styles, while uncertainty avoidance favors collaborating and compromising styles. Collectivist cultures emphasize collaboration, while masculine cultures prefer competitiveness. Long-term orientation cultures focus on collaboration and compromise. The study highlights the importance of cultural values in negotiation styles and contributes to the research and practice of negotiations. KEYWORDS: Cultural, Negotiation style, Hofstede, CVSCALE.