Negotiating Practices

Binod Sundararajan (), Oksana Shkurska () and Shannon Lin ()
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Binod Sundararajan: Dalhousie University
Oksana Shkurska: Dalhousie University
Shannon Lin: Dalhousie University

Chapter Chapter 8 in Cross-Cultural Practices in Business and Finance, 2023, pp 121-144 from Springer

Abstract: Abstract Negotiation is an initial step of multinational projects, so effective negotiation ensures successful international relationships and business transactions across the geographical and cultural boundaries. It is a process of reaching an agreement and making business deals with the representatives of other countries and cultures. The negotiation process is always challenging, as each side has its own interests, goals, and outcomes. This process becomes harder, however, when it involves intercultural communication. Knowing how differences in communication styles, cultural values, and negotiating behavior affect negotiation results contributes to less stressful negotiations, trustful business relationships, and reduced costs.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-031-06440-1_8

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DOI: 10.1007/978-3-031-06440-1_8

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