The Influence of Culture in International Business Negotiations: A New Conceptual Framework and Managerial Implications

In this article we develop a new conceptual framework capturing culture's influence in international business negotiations. The new framework includes six major constructs, namely, Negotiator's Goals, Negotiator's Inclinations, Negotiator's Qualifications, Nontask Activities, Negotiation Processes, and Negotiation Outcomes. The new framework conceptualizes 12 relationships among the six key constructs. The six constructs and the 12 relationships are grounded in cultural frameworks and theories, such as the works of Edward Hall and Geert Hofstede. Managerial implications of the research are discussed.