An Examination of Cross-Cultural Behaviors in Business Negotiations within Selected Public Institutions in Ghana

Abstract

A lot of business negotiations cut across frontiers. Those involved in these negotiations come from varied cultural backgrounds. This research examines how negotiators from selected public institutions in Ghana undertake these negotiations for and on behalf of Ghana. I have selected the following for this research work: The Ministry of Justice and Attorney- General's Department which is the Chief Legal Advisor to the Government. This institution has handled a lot of legal negotiations and advice for and on behalf of Ghana.The Ministry of Trade and Industry is primarily involved trade negotiations between the country and other establishments. Lastly, the Ministry of Transport is concerned with the overall transport business of the country. It is not in doubt that these ministries are engaged in a lot of cross frontier negotiationsIn business negotiations, cultural behaviors play a crucial role. Culture affects every aspect of our lives, especially in our day to day relationship with other people around us. Almost all individuals including Ghanaians have a sense of pride in their culture which is translated in their values, attitudes and perspective in life. The transformative character of culture could be applied during negotiations to resolve existing disputes.This paper will examine the outcome of cultural differences that are brought to bear on business negotiation.