ABSTRACT
The language is not the problem but the expectations and assumptions implied in the words. This chapter looks at cultural communication and the preparation required to work with cultural differences in an efficient way. One aspect of intercultural communication is the process of conducting negotiations. Non-task-related interaction has great influence in the way the relationship with the opposite party is established. It is of crucial importance preliminary to the actual negotiations. This form of interaction can be broken down into: status distinction, impression formation accuracy and interpersonal attraction. The chapter discusses most important aspects of intercultural management in particular attention is devoted to the international manager, to multicultural teams and virtual teams. Information on cultural differences can be found under the heading ‘Culture and doing business’. International negotiations are far more complicated than negotiations at a national level, because of cultural differences between the parties.
