Intercultural Negotiation in International Business

Jeswald W. Salacuse
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Jeswald W. Salacuse: The Fletcher School of Law and Diplomacy, Tufts University

Group Decision and Negotiation, 1999, vol. 8, issue 3, No 3, 217-236

Abstract: 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.

Keywords: negotiation; culture; international business; transactions; relationships; contract; values; joint venture; management; conflict; dispute; deal making; process (search for similar items in EconPapers)
Date: 1999
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Citations: View citations in EconPapers (15)

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DOI: 10.1023/A:1008660330550

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