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Negotiating Practices

In: Cross-Cultural Practices in Business and Finance

Author

Listed:
  • Binod Sundararajan

    (Dalhousie University)

  • Oksana Shkurska

    (Dalhousie University)

  • Shannon Lin

    (Dalhousie University)

Abstract

Negotiation is an initial step of multinational projects, so effective negotiation ensures successful international relationships and business transactions across the geographical and cultural boundaries. It is a process of reaching an agreement and making business deals with the representatives of other countries and cultures. The negotiation process is always challenging, as each side has its own interests, goals, and outcomes. This process becomes harder, however, when it involves intercultural communication. Knowing how differences in communication styles, cultural values, and negotiating behavior affect negotiation results contributes to less stressful negotiations, trustful business relationships, and reduced costs.

Suggested Citation

  • Binod Sundararajan & Oksana Shkurska & Shannon Lin, 2023. "Negotiating Practices," Springer Books, in: Cross-Cultural Practices in Business and Finance, chapter 0, pages 121-144, Springer.
    • Handle: RePEc:spr:sprchp:978-3-031-06440-1_8
    DOI: 10.1007/978-3-031-06440-1_8
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