"Cross-Cultural Business Negotiations"

Paper Summary:

This paper provides a chapter by chapter review of D. Hendon, R. Hendon and P. Herbig's 1999 book, "Cross-Cultural Business Negotiations." The paper discusses how the authors define negotiations and provides an overview of what they refer to as the "art of negotiations." It discusses the focus of each chapter and how the authors express and explain their arguments in each chapter.

Table of Contents:
Review Chapters 1-2
Review Chapters 3-4
Review Chapters 5-6
Review Chapters 7-9

From the Paper:

"The authors also proclaim there are two primary forms of contract that can result from cross-cultural negotiations. These include an explicit and detailed contract that outlines every contingency contained within a contractual arrangement; a second type of contract is one that is "implicit" in nature, one that is often based on "oral arrangements" or agreements that allows parties to address problems through personal relationships and greater trust or intimacy (Hendon, Hendon & Herbig, p. 111). It is important for business people to recognize the significance a contract holds when signed; for example, from an American or Western perspective, a contract may represent a binding agreement that summarizes the collaborative negotiations achieved with a second or third party. For others a contract may symbolize an opportunity to create more intimate, personal relationships with members of other countries and cultures. Among the Chinese as noted, a contract symbolizes the start of, rather than the closing, of business negotiations with another party (Hendon, Hendon & Herbig, p. 112) Understanding these differences will lead to better success in the negotiation process."

Sample of Sources Used:

• Hendon, D.W., Hendon, R.A., & Herbig, P. (1999). Cross-cultural business negotiations. Westport: Praeger Publishers.

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