Intercultural negotiation in international business

Cultural differences among negotiators is a constant in international busin ess negotiations. Four elements of culture - behavior, attitudes, norms and values - influence such negotiations, particularly with regard to communic ation, the form and substance of transactions, and negotiating style. Negot iating style involves ten factors, and the article reports survey data on h ow negotiators from twelve different cultures view those factors. Rules for coping with cultural differences are suggested.