Measuring Intra‐Cultural Bimodality and Cross‐Cultural Diversity in American‐Japanese Business Negotiations

Abstract

One of the greatest challenges facing managers and administrators in an international environment is effectively communicating and negotiating with their foreign counterparts. Yet, a main portion of their time is spent in these most critical activities. Much has been written about the differences in the perception, motivation and behavior of people from different cultures, especially about the American and Japanese interface. However, very little scientific confirmation and measurements exist. In this empirical study the nature and intensity of cross‐cultural similarities and dissimilarities have been tested and measured with selected statements on a Likert‐type scale on a sample of 41 American and 29 Japanese practicing managers pointing to weak intra‐cultural bimodality, but strong cross‐cultural contrasts.

Citation

Kramer, H. and Herbig, P. (1997), "Measuring Intra‐Cultural Bimodality and Cross‐Cultural Diversity in American‐Japanese Business Negotiations", Cross Cultural Management: An International Journal, Vol. 4 No. 1, pp. 18-24. https://doi.org/10.1108/eb008417