Intercultural Negotiation in International Business

Abstract

Cultural differences among negotiators is a constant in international business negotiations. Four element of culture - behavior, attitudes, norms and values influence such negotiations particularly with regard to communication, the form and substance of transactions, and negotiating style. Negotiating style involves ten factors, and the article reports survey data on how negotiators cultural differences are suggested.

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Salacuse, J.W. Intercultural Negotiation in International Business. Group Decision and Negotiation 8, 217–236 (1999). https://doi.org/10.1023/A:1008660330550

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  • negotiation
  • culture
  • international business
  • transactions
  • relationships
  • contract
  • values
  • joint venture
  • management
  • conflict
  • dispute
  • deal making
  • process