ABSTRACT
The purpose of this chapter is to introduce the concept of communication and to explore different aspects of communication cross-nationally. The chapter also looks at negotiations internationally and the relationship of communication and negotiation. Specifically, the chapter will:
Define communication and illustrate the process of communication;
Examine various aspects of the communication process and how these can be affected by cross-national differences;
Consider how mistakes occur in cross-national communications and how these mistakes can be avoided;
Establish the importance of negotiations in everyday life and to international managers;
Relate communication to negotiations and outline the process and stages of negotiation;
Look at negotiation styles and preferences in several different countries;
Provide advice on preparing for negotiations.
