ABSTRACT

HITHERTO, THE EMERGENCE AND evolution of powerful new ITs has had farreaching effects on all modes of global business practices in today’s multi-polar business world. This rapid international diffusion of IT is beginning to further extend itself to augment global business negotiations. IT is optimistically impacting the core of dealmaking processes and dynamics, diminishing global negotiation barriers, and shaping outcomes. In addition, it is encouraging global business negotiators to shift the central emphasis from solely cultural and political dimensions of global business negotiations to a more distinctive level, so as to strategize efficient deal-making modus operandi with the integration of a variety of IT components and the cyberspace environment.