Examines the relationship and importance of cross‐cultural egotiations to successful international marketing activities. Provides examples of differing cross‐cultural behaviour, and its potential impact on multinational (multi‐cultural) negotiations and hence on international marketing...

The art of negotiation has been explored in a number of bestsellers over the last decade. With the advent of a truly global economy, international and cross‐cultural relationships are forming out of ecessity. The potential for error when talking between cultures is considerable and many...

In this age of the global economy, cross‐cultural negotiation is becoming an increasingly important part of the management and marketing process for nearly every firm. Compares the cross‐cultural negotiations behavior and differences in the perceived processes between industrial product...

In this age of the global economy, negotiating across cultures is an inevitable part of doing business for firms desiring to compete internationally. What problems could cultural differences cause? Can firms from some countries or cultures do better than firms from other countries? What problems...

Suggests that, in this age of the global economy, cross‐cultural negotiations are becoming increasingly important in the management and marketing process of many companies. Compares the cross‐cultural negotiation behaviour and differences in the perceived processes between product‐oriented...

Talks about the cultural aspects of negotiating in China and compares this with Western approaches. Focuses on cultural factors (and the dominant role of Confucianism), followed by steps in the negotiating process. Explains Confucian ethics and how that translates into everyday behaviour of how...