International Negotiation: A Cross-Cultural Perspective

by Glen Fisher

Cultural Complexities of International NegotiationINTERNATIONAL NEGOTIATION focuses on the cultural dimension of international negotiation and the factors which affect the process when the parties come from different cultural and national backgrounds. Using Japan, France and the U.S. as example cultures, it provides a conceptual framework both for better understanding the process and for managing it more effectively as a negotiator. A valuable resource for students of international negotiation and for business executives, government officials, and others who must practice the art of negotiation at various levels in a cross-cultural setting. The five basic considerations in negotiating cross-culturally are covered by as many The Players and the Situation, Styles of Decision Making, How Much Does "National Character" Affect Negotiation? Coping with Cross-Cultural "Noise," and Trusting Interpreters and Translators Dr. Fisher, a career foreign service officer, is currently Professor-Diplomat at the Monterey Institute of International Studies. He has also taught at the Georgetown University School of Foreign Service and the State Department's Foreign Service Institute.

69 pages, Paperback

First published January 1, 1980