The influence of culture on international business negotiations

Industrial and Commercial Training

Volumn 39, Issue 7, 2007, Pages 354-360

  Hurn, Brian J ^a  

^a UNIVERSITY OF SURREY   (United Kingdom)

Author keywords

Decision making; International business; National cultures; Negotiating; Relationship marketing

Indexed keywords

EID: 35148843846     PISSN: 00197858     EISSN: None     Source Type: Journal    
DOI: 10.1108/00197850710829058     Document Type: Article

References (6)

1. Adler, N.J. (1991), International Dimensions of Organisational Behaviour, 2nd ed., PWS-Ken Publishing, Boston, MA.
2. Cardon, P.W. and Scott, J.C. (2003), “Chinese business face: communication behaviour and teaching approaches”, Business Communication Quarterly, Vol. 66 No. 4, December.
3. Cohen, R. (1999), Negotiating across Cultures: International Communication in the Independent World, US Institute of Peace Press, Washington, DC.
4. Guy, V. and Mattock, J. (1991), The New International Manager – An Action Guide to Cross-cultural Business, Kogan Page, London.
5. Hurn, B.J. (2007), “Pre-departure training for international managers”, Industrial and Commercial Training, Vol. 39 No. 1.
6. Lewis, R.D. (1999), When Cultures Collide, 2nd ed., Nicholas Brealey Publishing, London.