External influences in the cross‐cultural negotiation process

Abstract

Internationalization, the buzzword of the 1980s, has become the necessity for firms to survive in the 1990s. Contact with foreign firms is a given for US businesses. With this contact comes the issue of cross‐cultural negotiations. How do US businesses prepare themselves and conduct such negotiations? Examines the use of external agents, translators, bicultural brokers, and prenegotiating briefers/experts in the cross‐cultural negotiation process and looks at those factors which relate to success or failure in cross‐cultural negotiations.

Citation

Herbig, P. (1997), "External influences in the cross‐cultural negotiation process", Industrial Management & Data Systems, Vol. 97 No. 4, pp. 158-168. https://doi.org/10.1108/02635579710173248