Abstract
Globalization makes us all international negotiators at one time or another as our jobs and our lives increasingly bring us into contact with people and organizations from abroad. More than ever before our work requires us to communicate by telephone, email, video teleconferencing, and personal visits with individuals located throughout the world, whether they are clients, customers, business partners, suppliers, creditors, or debtors. Our increased ability and need to travel the globe for personal or business reasons brings us into contact with foreigners in growing numbers. Those communications and contacts are in many cases international negotiations.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsPreview
Unable to display preview. Download preview PDF.
Notes
For an in-depth analysis of each of these barriers in international negotiations, see, generally, Jeswald W. Salacuse, The Global Negotiator: Making, Managing, and Mending Deals around the World in the Twenty-First Century (New York: Palgrave MacMillan, 2003).
Edward T. Hall , The Silent Language (Garden City, NY: Doubleday, 1959).
William C. Frederick, Values, Nature and Culture in the American Corporation (New York: Oxford University Press, 1995), 88.
Jeswald W. Salacuse, “Ten Ways Culture Affects Negotiating Style: Some Survey Results,” Negotiation Journal 14 (1998): 221–240.
Philip Larkin, “Bridge for the Living,” in Phillip Larkin: Collected Poems, ed. Anthony Thwaite (New York: Farrar Straus Giroux, 1988), 203–204.
George Shultz, Turmoil and Triumph: My Years as Secretary of State (New York: Charles Scribner’s Sons, 1993), 763.
Roger Fisher, William Ury, and Bruce Patton, Getting to YES: Negotiating Agreements without Giving In, 2nd ed. (New York: Penguin, 1991).
David A. Lax and James K. Sebenius, 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (Boston, MA: Harvard Business School Press, 2006), 85–97.
See Bill Vlasic and Bradley A. Stertz, Taken for a Ride: How Daimler-Benz Drove Off with Chrysler (New York: W. Morrow, 2000).
See, generally, Miriam D. Silverman, Stopping the Plant: The St. Lawrence Cement Controversy and the Battle for Quality of Life in the Hudson Valley (Albany: State University of New York Press, 2006).
Jean Edward Smith, John Marshall: Definer of a Nation (New York: Henry Holt, 1996), 286–287.
Copyright information
© 2013 Jeswald W. Salacuse
About this chapter
Cite this chapter
Salacuse, J.W. (2013). International and Cross-Cultural Negotiations. In: Negotiating Life. Palgrave Macmillan, New York. https://doi.org/10.1057/9781137318749_9
Download citation
DOI: https://doi.org/10.1057/9781137318749_9
Publisher Name: Palgrave Macmillan, New York
Print ISBN: 978-1-137-39101-8
Online ISBN: 978-1-137-31874-9
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)