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Intercultural Negotiation in International Business |
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| Authors: | Jeswald W Salacuse |
| Institution: | (1) The Fletcher School of Law and Diplomacy, Tufts University, Medford, MA 02155, USA |
| 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 |
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