This paper analyses the importance of different factors that influences cross cultural negotiations. Learning about the components of a cross cultural negotiation process to increase negotiators’ success in avoiding barriers and failures in the international business arena is one of the most challenging achievements of the negotiators in the global environment. In the second part, the paper focuses on the one of the most important componenet of cross cultural business negotiations: differences in the use of non-verbal cues and body language of the parties involved with different cultural background. Undersstanding and recognising these differences is the first step to avoid costly misinterpretation during business negotiation.
Download Info
To download:
If you experience problems downloading a file, check if you have the
proper application to
view it first. Information about this may be contained
in the File-Format links below. In case of further problems read
the IDEAS help
page. Note that these files are not on the IDEAS
site. Please be patient as the files may be large.
Volume (Year): 1 (2008) Issue (Month): 11 (November) Pages: 108-114 Download reference. The following formats are available: HTML
(with abstract),
plain text
(with abstract),
BibTeX,
RIS (EndNote, RefMan, ProCite),
ReDIF
Did you know? Each page is provided with a technical contact, in case something is not right with the supplied information. See under "publisher info".