Global Cultural Systems, Communication, and Negotiation

Olivia Hernández-Pozas ()
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Olivia Hernández-Pozas: Tecnológico de Monterrey

Chapter 6 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 117-137 from Springer

Abstract: Abstract Globalization and the unprecedented level of international traveling, communication, and business make cross-cultural negotiation a necessity. This chapter introduces cross-cultural management theories and explains how differences in national cultures influence the way negotiations are conducted around the world. Results show that motivation to negotiate, decision-making, and negotiation processes all change with culture. This part of the book contrasts the usefulness of national culture theoretical frameworks with their limitations, suggesting ways to deal with challenges and objections. The chapter presents new trends in the field, such as the Cultural Intelligence framework, and discusses opportunities for future research. Throughout the chapter, the author provides numerous culture-specific examples and practical recommendations for the global negotiator.

Keywords: Cultural dimensions; Cultural intelligence; Global negotiators (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_6

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DOI: 10.1007/978-3-030-00277-0_6

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