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The Effect of Culture on International Negotiations

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Cross-Cultural Communication

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Abstract

This chapter examines the impact of culture on the parties concerned in international negotiations, including diplomacy and business. Such negotiations can be heavily influenced by differing cultural conventions, values, assumptions and perceptions. The discussion here looks at the advantages to be gained by carrying out some form of cultural assessment of the parties involved as a vital part of pre-negotiation preparation, in particular assessing the importance of communicating style, choice of working language, decision making, etiquette and cultural values. Examples are included from international relations and the world of business.

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Author information

Authors and Affiliations

  1. London Academy of Diplomacy, University of East Anglia, UK

    Brian J. Hurn (Visiting Lecturer)

  2. International House, London, UK

    Barry Tomalin (Visiting Lecturer, Director of Cultural Training)

Authors
  1. Brian J. Hurn
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  2. Barry Tomalin
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Copyright information

© 2013 Brian J. Hurn and Barry Tomalin

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Hurn, B.J., Tomalin, B. (2013). The Effect of Culture on International Negotiations. In: Cross-Cultural Communication. Palgrave Macmillan, London. https://doi.org/10.1057/9780230391147_9

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