ABSTRACT
This chapter discusses the ideal-types of Deal-Making and Relationship-Building. Inter Cultural Business Negotiations (ICBN) sales contracts may be largely deal-oriented, especially in the case of a new, unknown partner, possibly in a politically unstable context, with high legal and cultural distance. Generally export sales follow a deal-oriented pattern, legal and global, possibly a no trust, no relationship solution. Agency or dealership agreements are indeed embedded in the relationship, especially if it is an exclusive contract. Project and package deal negotiations are complex with multiple parties being involved, linked by chain contracts between the main contractors and a dense network of subcontractors. Negotiation is expected to last beyond deal signature. ICBN sales contracts may be largely deal-oriented, especially in the case of a new, unknown partner, possibly in a politically unstable context, with high legal and cultural distance. There are strong limitations to export sales and open international distribution for international business development and entry into foreign markets.
