The focus of the study is on direct and indirect effects of national culture on negotiation behavior in international business. It argues that negotiation approach is conditioned primarily by relational contextual variables, e.g. relationship commitment and relative power, that national culture...

As business operations become increasingly global, the need for managers to communicate effectively with members of other cultures becomes more important. This is particularly true of managers who take up positions overseas, and an area where cross‐cultural differences may be apparent is...