Cultural Dynamics in International Negotiations
12 Pages Posted: 20 Jan 2005
Date Written: January 20, 2005
Cross-cultural and intercultural research has shown that individuals from unlike cultures negotiate differently. Studies have begun to identify how different dimensions of culture influence the process and outcomes of negotiation. Under these circumstances, this paper attempts to examine the issues surrounding the impact of culture on international negotiations. More particularly, it seeks to: (a) highlight the different ways in which culture effects negotiations; and (b) put forward some of the ways of coping with such cultural issues.
Keywords: Cultural Dynamics in International Negotiations
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