search query: @author Herbig, P. A. / total: 6
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| Author: | Herbig, P. A. Kramer, H. E. |
| Title: | Cross-cultural negotiations: success through understanding. |
| Journal: | Management Decision
1991 : VOL. 29:8, p. 19-31 |
| Index terms: | NEGOTIATION COMMUNICATION CULTURE INTERNATIONAL TRADE |
| Language: | eng |
| Abstract: | 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 necessity. The potential for error when talking between cultures is considerable and many negotiations have failed owing cross-cultural communications breakdown. Pointers are presented of the pitfalls to watch out for when undergoing cross-cultural negotiations and how to avoid them so as successfully to complete agreements with those from other cultural backgrounds. The role of a protocol, patience, personal ties, value emotions, non-verbal communications is considered. The benefits of pictures and a bicultural interpreter are shown. |
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