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Cross‐cultural Negotiations: Success through Understanding

Management Decision

ISSN: 0025-1747

Article publication date: 1 August 1991

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Abstract

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.

Keywords

Citation

Herbig, P.A. and Kramer, H.E. (1991), "Cross‐cultural Negotiations: Success through Understanding", Management Decision, Vol. 29 No. 8. https://doi.org/10.1108/EUM0000000000083

Publisher

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MCB UP Ltd

Copyright © 1991, MCB UP Limited

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