Cross-Cultural Business Negotiations

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, communciations 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 eyes of another culture. The authors are widely 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.

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm.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.