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Crosscultural Negotiations Success through Understanding

Crosscultural Negotiations Success through Understanding The art of negotiation has been explored in a number of bestsellersover the last decade. With the advent of a truly global economy,international and crosscultural relationships are forming out ofnecessity. The potential for error when talking between cultures isconsiderable and many negotiations have failed owing to crossculturalcommunications breakdown. Pointers are presented of the pitfalls towatch out for when undergoing crosscultural negotiations and how toavoid them so as successfully to complete agreements with those fromother cultural backgrounds. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Management Decision Emerald Publishing

Crosscultural Negotiations Success through Understanding

Herbig, Paul A.; Kramer, Hugh E.
Management Decision , Volume 29 (8) – Aug 1, 1991
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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0025-1747
DOI
10.1108/EUM0000000000083
Publisher site
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Abstract

The art of negotiation has been explored in a number of bestsellersover the last decade. With the advent of a truly global economy,international and crosscultural relationships are forming out ofnecessity. The potential for error when talking between cultures isconsiderable and many negotiations have failed owing to crossculturalcommunications breakdown. Pointers are presented of the pitfalls towatch out for when undergoing crosscultural negotiations and how toavoid them so as successfully to complete agreements with those fromother cultural backgrounds.

Journal

Management Decision – Emerald Publishing

Published: Aug 1, 1991

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