ABSTRACT
This chapter attempts to bridge the gaps of strategic business negotiation, communication, and emotion in a cross-cultural context. In particular, we argue that miscommunications are “boundary-crossing mishaps,” which are affected by the negotiator's understanding of the respective cultures (and cultural backgrounds) of the parties, negotiation skill, cultural differences, emotional awareness and regulation, negative affect, and discrepancy in convergence-divergence between the interactants. This chapter concludes that when too many hassles or mishaps occur, negotiation breaks down and the need to understand crosscultural communication through alternative theoretical models arises.
