NEGOTIATING SUCCESSFULLY IN CROSS-CULTURAL SITUATIONS

As the global economy becomes more entrenched and the importance of in ternationalization becomes self-evident to American businesses, the nu mber of contacts with foreign businesses and their agents will escalat e. Whether buying or selling, an integral part of the process often in cludes cross-cultural negotiations. What determines the success or fai lure of these negotiations? This study examines those factors and prov ides recommendations for increasing the likelihood of success in a cro ss-cultural negotiation situation.