Culture and Institutional Difference: The Use of Agents in International Business Negotiations

Rammal, Hussain G.
December 2011
Business Journal for Entrepreneurs;2011, Vol. 2011 Issue 4, p16
Academic Journal
Business negotiations in an international setting can be hindered by cultural and institutional differences. Extant literature on negotiations ends to highlight the issues that managers face in cross-cultural communication. However the practice employed by organizations to remedy these issues remains unexplored. One such issue is the use of agents in international business negotiations. This study addresses this gap and provides arguments for the use of agents in situations where the cultural and institutional differences between the parties are large.


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