The Effect of Negotiation Strategies on International Trade Negotiation

This study explored the important factors affecting trade negotiations such as environmental conditions, negotiation strategies, the problem-solving approach, interpersonal attraction, time and silent messages including active listening, conversational overlap, facial gazing and touch. The processes of international business negotiations in three different culture groups of Koreans, Americans and Chinese are compared and contrasted. The findings show that the negotiators need to understand cultural differences and negotiations strategies to get the negotiation outcomes they want