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Planting Orange Trees in Twenty Cultures: The Practice of International Negotiations
Author(s) -
Mahdavi Mehdi,
FatehiRad Navid,
Graham John L.
Publication year - 2020
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12335
Subject(s) - negotiation , international business , cultural diversity , business , diversity (politics) , public relations , information exchange , orange (colour) , political science , marketing , law , engineering , telecommunications , horticulture , biology
International commerce has always driven human progress. Its inherent cultural diversity has maximized the new ideas that improve consumers’ lives around the world. The best international business relationships are maintained over the long term and managed through inventive negotiation processes. Investments in time and money are required to build the trust and honest information exchange that allow for exploitation of mutually beneficial opportunities. This article provides a database and associated tools to help international negotiators understand the cultural differences that may impact buyer–seller relationships between parties from twenty countries and cultures including the United States and Iran.