The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiations between parties from different cultures. The importance of cross-cultural negotiation in today¡¦s business environment is reflected in the growing body of negotiation literature. However, there is a notable void in negotiation research regarding the impact of culturally divergent modes of nonverbal communication. The purpose of this paper is to identify the key linkages between the disparate fields of cross-cultural negotiation and nonverbal communication. A model illustrating how key determinants of nonverbal communication affect cross-cultural negotiation is presented. The goal of the model is to provide some valuable insights into how negotiators from diverse backgrounds communicate on a nonverbal level, and how divergences in nonverbal communication affect the negotiation process and outcomes.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0914106-120257 |
| Date | 14 September 2006 |
| Creators | Yan, Mia |
| Contributors | C.J. Wang, William Chao, Yung-hsiang Ying, Chin-Tarn Lee |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0914106-120257 |
| Rights | unrestricted, Copyright information available at source archive |
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