The Effect of Culture on International Negotiations

  • Brian J. Hurn
  • Barry Tomalin


This chapter examines the impact of culture on the parties concerned in international negotiations, including diplomacy and business. Such negotiations can be heavily influenced by differing cultural conventions, values, assumptions and perceptions. The discussion here looks at the advantages to be gained by carrying out some form of cultural assessment of the parties involved as a vital part of pre-negotiation preparation, in particular assessing the importance of communicating style, choice of working language, decision making, etiquette and cultural values. Examples are included from international relations and the world of business.


Power Distance Communication Style Arab World International Negotiation Chinese Business 
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Further reading

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  9. Hurn, B. (2007) ‘The Influence of Culture on International Business Negotiations’, Industrial and Commercial Training 39(7): 354–60.CrossRefGoogle Scholar
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Copyright information

© Brian J. Hurn and Barry Tomalin 2013

Authors and Affiliations

  • Brian J. Hurn
    • 1
  • Barry Tomalin
    • 2
  1. 1.London Academy of DiplomacyUniversity of East AngliaUK
  2. 2.International HouseLondonUK

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