chapter  9
25 Pages

Cross-National Dimensions of Communication and Negotiation

It is essentially impossible for any person to feel and understand completely what another person feels and understands. This is due to the fact that the only way we can share our feelings, thoughts, attitudes, beliefs, and emotions is through verbal and nonverbal language. The process by which language modes (verbal and nonverbal) are shared is what we call “communication.” Imagine how communication is complicated when we add cross-national considerations, where people speak different languages, practice different religions, have different histories, and so on. In this chapter, we explore the difficulties of communication across nations and consider the barriers to effective cross-national communication. In addition, a major aspect of international management, which is fundamentally influenced by communication, is negotiations. In this chapter, we discuss the negotiation process and consider various aspects of negotiations and how these can differ from location to location.