The Effect of Cultural Orientation on Bargaining Behaviour

Abstract This study investigates the impact of cultural orientation on bargaining behaviour, focusing on how dimensions such as individualism-collectivism, power distance, communication styles, and uncertainty avoidance shape negotiation strategies and outcomes. Drawing on a mixed-methods approach—including meta-analyses of ultimatum games, ethnographic studies, and cross-cultural case analyses—the research reveals that collectivist cultures prioritize relationship-building and indirect communication, while individualist cultures adopt competitive tactics and explicit demands. Key findings highlight the role of cultural norms in concession patterns, trust dynamics, and conflict resolution. The study underscores the necessity of culturally adaptive frameworks for effective international negotiations, offering practical insights for multinational enterprises and policymakers.