Cross‐cultural Negotiations: Success through Understanding

Management Decision

ISSN: 0025-1747

Publication date: 1 August 1991


The art of negotiation has been explored in a number of bestsellers over the last decade. With the advent of a truly global economy, international and cross‐cultural relationships are forming out of necessity. The potential for error when talking between cultures is considerable and many negotiations have failed owing to cross‐cultural communications breakdown. Pointers are presented of the pitfalls to watch out for when undergoing cross‐cultural negotiations and how to avoid them so as successfully to complete agreements with those from other cultural backgrounds.



Herbig, P.A. and Kramer, H.E. (1991), "Cross‐cultural Negotiations: Success through Understanding", Management Decision, Vol. 29 No. 8.




Copyright © 1991, MCB UP Limited

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