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Culture and Negotiation

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image of International Negotiation

The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles in this issue contribute to deepening our understanding about cross-cultural negotiation processes.

Affiliations: 1: Department of International Culture and Communication Studies, Copenhagen Business School Dalgas Have 15, DK-2000 Frederiksberg Denmark, Email:; 2: Division of Strategy, Nottingham University Business School Wollaton Road, Nottingham NG8 1BB United Kingdom, Email:


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