Abstract
This paper attempts to examine the issues surrounding the role of national culture bias and the concept of distance among Hofstede's (1980) cultural dimensions on the ability to reach integrative agreements in international business arrangements between firms. Relational models of negotiating and the role of culture are presented as well as several managerial implications and propositions for future research.
Tech Report Number
2003-007
Date of this Version
1-1-2003
Recommended Citation
Drnevich, Paul, "The Role of
Cultural Distance in International Negotiations" (2003). Purdue CIBER Working Papers. Paper 25.
https://docs.lib.purdue.edu/ciberwp/25
COinS