Contractual aspects of cross‐cultural negotiations

Abstract

Suggests that as the global economy becomes more entrenched and the importance of internationalization becomes self evident to US businesses, the number of contacts with foreign agents will escalate. Explores whether it be by buying or selling, the end result often is cross‐cultural negotiations. Declares that the most difficult part of any negotiations is the contract, securing the agreement. Examines cross‐cultural differences in contracts and agreements and offers various suggestions on how to increase the likelhood of success in a cross‐cultural negotiation.

Citation

Martin, D. (1997), "Contractual aspects of cross‐cultural negotiations", Marketing Intelligence & Planning, Vol. 15 No. 1, pp. 19-27. https://doi.org/10.1108/02634509710155624