Percepcja różnic kulturowych w negocjacjach na przykładzie Polski i Chin
Perception of cultural differences in negotiations on the example of Poland and China

Summary/Abstract: Cultural differences influence the business relationship process and negotiation styles. This article presents them on the base of R. Gesteland’ s theory consisted of four dimensions: deal-focused vs. relationship-focused cultures, informal vs. formal, rigid time vs. fluid-time and expressive vs. reserved cultures. Authors’ questionnaire was used to test Polish and Chinese negotiations styles in perception of both nationalities.Polish styles was also assessed by other European countries students. The results suggest the Gesteland’s model should be verified according to contemporary business conditions. They also emphasize the influence of cultural assimilation on national negotiation styles perception.

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