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Intercultural Negotiation in International Business

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  • Jeswald W. Salacuse

    (The Fletcher School of Law and Diplomacy, Tufts University)

Abstract

Cultural differences among negotiators is a constant in international business negotiations. Four element of culture - behavior, attitudes, norms and values influence such negotiations particularly with regard to communication, the form and substance of transactions, and negotiating style. Negotiating style involves ten factors, and the article reports survey data on how negotiators cultural differences are suggested.

Suggested Citation

  • Jeswald W. Salacuse, 1999. "Intercultural Negotiation in International Business," Group Decision and Negotiation, Springer, vol. 8(3), pages 217-236, May.
    • Handle: RePEc:spr:grdene:v:8:y:1999:i:3:d:10.1023_a:1008660330550
    DOI: 10.1023/A:1008660330550
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    References listed on IDEAS

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    1. Graham, John L, 1988. "Buyer-Seller Negotiations around the Pacific Rim: Differences in Fundamental Exchange Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(1), pages 48-54, June.
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    Cited by:

    1. Nassiri-Mofakham, Faria & Huhns, Michael N., 2023. "Role of culture in water resources management via sustainable social automated negotiation," Socio-Economic Planning Sciences, Elsevier, vol. 86(C).
    2. Rune Ellemose Gulev & Hanna Lierse, 2012. "Cultural Repercussions: Extending Our Knowledge about How Values of Trust and Confidence Influence Tax Structures within Europe," International Journal of Management, Knowledge and Learning, International School for Social and Business Studies, Celje, Slovenia, vol. 1(1), pages 91-108.
    3. Claude Alavoine & Claudine Batazzi, 2014. "Nature And Exchange Of Information In Intercultural Business Negotiations," Working Papers 2014-266, Department of Research, Ipag Business School.
    4. Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
    5. Raphael Schoen, 2021. "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research," Management Review Quarterly, Springer, vol. 71(2), pages 393-432, April.
    6. Melvin F. Shakun, 1999. "An ESD Computer Culture for Intercultural Problem Solving and Negotiation," Group Decision and Negotiation, Springer, vol. 8(3), pages 237-249, May.
    7. Melvin F. Shakun, 2006. "ESD: A Formal Consciousness Model for International Negotiation," Group Decision and Negotiation, Springer, vol. 15(5), pages 491-510, September.
    8. Peng Zhangwen & Md. Rakibul Hoque, 2018. "A Study on the Cultural Influence on Business Negotiations: Evidence from Bangladesh," International Business Research, Canadian Center of Science and Education, vol. 11(1), pages 157-169, January.
    9. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    10. Devjak Ingrid & Sabidussi Anna & Bezcioğlu-Göktolga Irem & Smeets Reinier, 2023. "Intercultural Communication: Hampering and Facilitating Factors in International Business," Journal of Intercultural Management, Sciendo, vol. 15(2), pages 21-44, June.
    11. Heike Hennig-Schmidt & Gari Walkowitz, 2017. "Moral Entitlements and Aspiration Formation in Asymmetric Bargaining: Experimental Evidence from Germany and China," Games, MDPI, vol. 8(4), pages 1-25, October.
    12. Rune Ellemose Gulev & Hanna Lierse, 2011. "Exploring the Connection between Culture and Taxation: How Trust and Confidence Shape Tax Regimes within Europe," MIC 2011: Managing Sustainability? Proceedings of the 12th International Conference, Portorož, 23–26 November 2011 [Selected Papers],, University of Primorska, Faculty of Management Koper.
    13. Darko Pantelic & Florian Pinter, 2016. "Intercultural Know-how and Understanding: The Basis for Negotiations with Partners from the US," Business Perspectives and Research, , vol. 4(2), pages 145-160, July.
    14. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    15. Malik, Tariq H. & Yazar, Orhan H., 2016. "The negotiator’s power as enabler and cultural distance as inhibitor in the international alliance formation," International Business Review, Elsevier, vol. 25(5), pages 1043-1052.

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