Cross-Cultural Business Negotiations

(Hardback)

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International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communications are conducted verbally and non-verbally; therefore, it is not just a problem of language barriers. The authors show those involved in international business how to conduct their business communications successfully by seeing what is important about the transactions through the eyes of another culture. The authors are experienced in cultures other than that of the United States. Having lived and worked in many parts of the world in addition to the United States, the authors advise business professionals and business academicians in this work.

Reviews

.,."a practical reference on how to conduct business in different cultures around the world....that is user-friendly, practical and full of common sense....[T]his book is a welcome addition to the growing literature in the field of international business negotiation....The book provides valuable insight to understanding negotiations in a cross-cultural context and should be consulted by business executives entering the global marketplace. It is also recommended reading to undergraduate and graduate students specializing in international business."-Journal of International Consumer Marketing
...a practical reference on how to conduct business in different cultures around the world....that is user-friendly, practical and full of common sense....[T]his book is a welcome addition to the growing literature in the field of international business negotiation....The book provides valuable insight to understanding negotiations in a cross-cultural context and should be consulted by business executives entering the global marketplace. It is also recommended reading to undergraduate and graduate students specializing in international business.-Journal of International Consumer Marketing
..."a practical reference on how to conduct business in different cultures around the world....that is user-friendly, practical and full of common sense....This book is a welcome addition to the growing literature in the field of international business negotiation....The book provides valuable insight to understanding negotiations in a cross-cultural context and should be consulted by business executives entering the global marketplace. It is also recommended reading to undergraduate and graduate students specializing in international business."-Journal of International Consumer Marketing

Author Bio

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm./e Dr. Hendon has been a Professor of Marketing at several universities in the United States, Canada, Australia, and Mexico for over 26 years, and has published several books, including Classic Failures in Product Marketing (Quorum, 1989). REBECCA ANGELES HENDON is Assistant Professor, Management Information Systems at Azusa Pacific University. PAUL HERBIG is Assistant Professor of Marketing, the Graduate School of International Trade and Business at Texas A&M International University. Professor Herbig has worked on marketing management and product management with major international corporations, and is widely published in international business. His books include The Innovation Matrix (Quorum, 1994), Innovation Japanese Style (Quorum, 1995), and Marketing Japanese Style (Quorum, 1995).