Cultural Impacts on Business Negotiations in Emerging Markets : Cases of Norwegian Enterprises in Indonesia

Master's thesis Business Administration BE501 - University of Agder 2018 The main topic of this thesis is the cultural impact on successful business negotiations in emerging markets, with focus on Norwegian companies operating in the Indonesian market. The research problem is stated as: How do cultural differences influence Norwegian managers’ business negotiations in Indonesia? Historically, there have been several studies conducted on cross-cultural business negotiation. However, a study on what cultural factors impact Norwegian enterprises’ negotiation with Indonesian actors has not previously been done. Therefore, this thesis seeks to contribute to explore the topic and provide a deeper…