Vyjednávání s Gen Z: Bude na národnosti opravdu záležet?

This thesis tests whether nationality has a significant impact on the negotiation behaviour of Generation Z. In an empirical survey based on the antecedent of Salacuse (1998), 135 business and management students from ten nationalities provide insights on ten factors of negotiation behaviour. The results show that among the respondents, nationality is not significantly associated with behavioural differences in negotiations, thus challenging the applicability of national characterizations of negotiation styles in Generation Z. Moreover, conversational interviews with expert professors reveal that intercultural exposure may lead to a lower prominence of national negotiation styles. Future negotiators should continue to consider national culture as a real factor, but be careful when basing assumptions on their counterpart’s negotiation behaviour on nationality only. At the same time, further research is encouraged in order to quantify nationality’s impact more precisely and to draw conclusions across generations.