The Palgrave Handbook of Cross-Cultural Business Negotiation

  • Mohammad Ayub Khan
  • Noam Ebner

Table of contents

  1. Front Matter
    Pages i-xxx
  2. Negotiation Across Cultures: Establishing the Context

    1. Front Matter
      Pages 1-1
    2. Mohammad Ayub Khan, Giovanni Maria Baldini
      Pages 3-16
  3. Negotiation Across Cultures: Theoretical Understanding

    1. Front Matter
      Pages 17-17
    2. Mohammad Ayub Khan, Giovanni Maria Baldini
      Pages 19-51
    3. Andreas M. Hartmann
      Pages 53-70
    4. Habib Chamoun-Nicolas, Randy D. Hazlett
      Pages 71-89
    5. Olivia Hernández-Pozas
      Pages 117-137
  4. Negotiation Across Cultures: Country Analysis

    1. Front Matter
      Pages 139-139
    2. Jessica Jean
      Pages 141-168
    3. Olivia Hernández-Pozas, Habib Chamoun-Nicolas, Randy D. Hazlett
      Pages 169-187
    4. Jessica Jean
      Pages 189-218
    5. Diana Bank Weinberg
      Pages 219-240
    6. Masoud Karami, Alan J. Dubinsky
      Pages 241-265
    7. Muhammad Shujaat Mubarak, Navaz Naghavi
      Pages 267-282
    8. Andreas M. Hartmann
      Pages 283-307
    9. Kayhan Yıldırım
      Pages 309-328
    10. Eduardo Olier, Francisco Valderrey
      Pages 329-351
    11. Cheryl Marie Cordeiro
      Pages 353-381
    12. Ekaterina Panarina
      Pages 383-400
  5. Negotiation Across Cultures: Multinational Analysis

    1. Front Matter
      Pages 401-401
    2. Ruby Ma, Jane Menzies, Ambika Zutshi
      Pages 457-486
    3. Navaz Naghavi, Muhammad Shujaat Mubarak
      Pages 487-514
  6. Negotiation Across Cultures: Future Directions

    1. Front Matter
      Pages 515-515
  7. Back Matter
    Pages 545-564

About this book


Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. 

After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation.

This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis. 


Cross-cultural interaction Negotiation and communication negotiation and ethics ethical negotiation workplace conflicts gender issues and negotiation cross-cultural negotiation international negotiation conflict management

Editors and affiliations

  • Mohammad Ayub Khan
    • 1
  • Noam Ebner
    • 2
  1. 1.International Business DepartmentBusiness School, Tecnológico de MonterreyMonterreyMexico
  2. 2.Department of Interdisciplinary StudiesCreighton UniversityOmaha, NEUSA

Bibliographic information

  • DOI
  • Copyright Information The Editor(s) (if applicable) and The Author(s), under exclusive licence to Springer International Publishing AG, part of Springer Nature 2019
  • Publisher Name Palgrave Macmillan, Cham
  • eBook Packages Business and Management
  • Print ISBN 978-3-030-00276-3
  • Online ISBN 978-3-030-00277-0
  • Buy this book on publisher's site