The Effect of Culture on International Negotiations

Brian J. Hurn and Barry Tomalin
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Brian J. Hurn: University of East Anglia
Barry Tomalin: International House

Chapter 9 in Cross-Cultural Communication, 2013, pp 162-190 from Palgrave Macmillan

Abstract: Abstract 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.

Keywords: Power Distance; Communication Style; Arab World; International Negotiation; Chinese Business (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-39114-7_9

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DOI: 10.1057/9780230391147_9

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