Negotiating successfully in cross-cultural situations

Article Abstract:

As the global economy becomes more entrenched and the importance of internationalization becomes self-evident to American businesses, the number of contacts with foreign businesses and their agents will escalate. Whether buying or selling, an integral part of the process often includes cross-cultural negotiations. What determines the success or failure of these negotiations? This study examines those factors and provides recommendations for increasing the likelihood of success in a cross-cultural negotiation situation. (Reprinted by permission of the publisher.)

Research, Negotiation, Negotiations, Cultural relations

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The information superhighway goes international: implications for industrial sales transactions

Article Abstract:

How can international industrial marketers more effectively use the potential power of the Internet? This manuscript suggests a model of the changes posited to occur in the international sales process when companies take full advantage of the Internet. Numerous positive and negative implications are discussed for the future Internet-based international industrial sales transaction. Recommendations on how organizations can more effectively utilize this new information communications tool are made. (Reprinted by permission of the publisher.)

Telegraph & other communications, Specialized Telecom Services, Wired Telecommunications Carriers, Usage, Internet, Internet services, International aspects, Information services, Business-to-business market, Business to business market, Sales management

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