Article: The Nonverbal Dimension in Cross-Cultural Negotiations Journal: Journal of Business and Management (JBM) 1996 Vol.3 No.2 pp.30 - 50 Abstract: As the global economy becomes more entrenched and the importance of internationalization becomes evident to American businesses, the number of contacts with foreign agents will escalate. Regardless of the type of exchange (from wheat to software), the end result is often cross-cultural negotiations. This paper examines the dimension of nonverbal communication in cross-cultural communications and provides recommendations for increasing the likelihood of success in a cross-cultural negotiation. Inderscience Publishers - linking academia, business and industry through research

Title: The Nonverbal Dimension in Cross-Cultural Negotiations

Authors: Jacqueline Mayfield; Milton Mayfield; Drew Martin; Paul Herbig

Addresses: Author address listing can be found in the "About the Authors" section at the end of the article.

Abstract: As the global economy becomes more entrenched and the importance of internationalization becomes evident to American businesses, the number of contacts with foreign agents will escalate. Regardless of the type of exchange (from wheat to software), the end result is often cross-cultural negotiations. This paper examines the dimension of nonverbal communication in cross-cultural communications and provides recommendations for increasing the likelihood of success in a cross-cultural negotiation.

Keywords: Internationalization; nonverbal communication; cross-cultural negotiations; communications.

DOI: 10.1504/JBM.1996.141016

Journal of Business and Management, 1996 Vol.3 No.2, pp.30 - 50

Published online: 05 Sep 2024 *

Title: The Nonverbal Dimension in Cross-Cultural Negotiations

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