ABSTRACT
This chapter explains elements of national and regional styles of business negotiation. It also explains salient traits of the following "styles" in inter cultural business negotiation (ICBN): American, Black African, Brazilian, British, Chinese, French, German, Indian, Japanese, Mexican, Middle Eastern, and Russian negotiation styles. Professionalism is a quality that is very widely recognized in American negotiators. African negotiators seem not always to be aware of their own communication style's influence on foreign negotiation partners. Brazilian negotiators are reportedly high in risk-taking, despite a high level of Uncertainty Avoidance. The British communication style is rather contextual, often understated, slightly indirect, so that foreign negotiators sometimes need to interpret the British position. The face of Chinese negotiators should be carefully preserved, and overly direct communication with them should absolutely be avoided. The French negotiating style is competitive and inherently confrontational. Russian negotiators are looking for good relationships with their negotiation partners.
