Negotiation Variables and Strategies for Integrating Business Negotiations

This paper attempts to present basic factors affecting international business negotiations and present some suggestions for business outcomes. Cultural differences can influence business negotiations in significant and unexpected ways. Business negotiation situational factors and process factors in integrative negotiation approaches are analyzed and some efficient negotiation strategies for achieving higher negotiation outcomes are presented.

I. Introduction

II. Variables Affecting the Outcomes of Business Negotiation

III. Implications for Cooperative Business Negotiations

IV. Conclusions

References

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