Cross-Cultural Business Negotiations

Cross-cultural business negotiations are an important part of international business. Much business has been lost overseas due to miscalculations caused by cultural differences. Negotiating is a lengthy, difficult process by itself; but, when one adds the cultural aspect it becomes extremely intricate. Cross-cultural negotiation skills can be improved by adequate attention to details and a better understanding of the cultural heritage of the other side. This work examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with advice on how to best negotiate with people from those countries.

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm.REBECCA ANGELES HENDON is Assistant Professor, Management Information Systems at Azusa Pacific University.PAUL HERBIG is Assistant Professor of Marketing, the Graduate School of International Trade and Business at Texas A&M International University.