The influence of culture on international business negotiations
Purpose - The purpose of this paper is to examine the importance of the effect of culture when negotiating in an international business context. The paper covers language of negotiation, the need to study the culture of the parties involved, building trust and personal relationships and appropriate training for international managers. Design/methodology/approach - The various key cultural factors are considered in international business negotiation, with examples and suggestions as to how these can be used to achieve success. Findings - The paper presents an overview illustrated with examples ... Show more
Authors: Hurn, Brian J.
Published: Bradford, England, Emerald, 2007
Resource type: Article
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