Cultural Dynamics in International Bank Assurance Negotiations: A Comparative Study of France and China for a Theoretical Model of Business Expansion Strategies

Beaulieu, Lea (2024) Cultural Dynamics in International Bank Assurance Negotiations: A Comparative Study of France and China for a Theoretical Model of Business Expansion Strategies. Masters thesis, Dublin, National College of Ireland.

Preview

PDF (Master of Science) Download (7MB) | Preview

Abstract

This study explores how cultural variables affect negotiation processes in the insurance sector in France and China, emphasizing the importance of cultural understanding and adaptation (Schneider and Barsoux, 2003). The literature review identifies gaps in understanding companies' responses to cultural differences, focusing on intercultural negotiation complexities within the insurance context. Through analyzing cultural dimensions proposed by scholars like Hofstede, Hall, and Trompenaars, the study identifies key cultural characteris5cs among French and Chinese negotiators.

Qualitative research, using semi-structured interviews, was chosen to comprehensively explore relevant areas. Ten participants, evenly split between Chinese and French negotiators, formed the sample.

Empirical findings highlight the significance of understanding counterpart profiles, effective cultural diversity management, and intercultural skills utilization in international negotiations. These factors positively influence negotiation success in diverse cultural contexts. The research offers insights into managing cultural diversity in international markets, enhancing understanding of cultural variables' impact on negotiation processes, particularly for French and Chinese negotiators.

Item Type:	Thesis (Masters)
Supervisors:	Name Email Ramirez, Rachel UNSPECIFIED
Subjects:	H Social Sciences > HG Finance > Banking H Social Sciences > Economics > Business H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management > Organisational Behaviour > Organisational Culture
Divisions:	School of Business > Master of Science in International Business
Depositing User:	Ciara O'Brien
Date Deposited:	11 Aug 2025 09:37
Last Modified:	11 Aug 2025 09:37
URI:	https://norma.ncirl.ie/id/eprint/8471

Actions (login required)

View Item