The effect of external influences in the cross‐cultural negotiation process

Abstract

Abstract Internationalization, the buzzword of the eighties, has become the necessity for firms to survive in the nineties Contact with foreign firms is a given for American businesses. With this contact comes the issue of cross‐cultural negotiations How do American businesses prepare themselves and conduct such negotiations? This paper examines the use of external agents, translators, bicultural brokers and renegotiating briefers/experts in the cross‐cultural negotiation process and looks at those factors which relate to success or failure in cross‐cultural negotiations.