Publications

Publication details [#12589]

Graham, John L. 1996. Culture, negotiations and international cooperative ventures. In Gass, Susan M. and Joyce Neu, eds. Speech Acts Across Cultures. Challenges to Communication in a Second Language. (Studies on Language Acquisition 11). De Gruyter Mouton. pp. 317–338.

Publication type

Article in book

Publication language

English

Keywords

commercial language | crosscultural communication | negotiation

Annotation

This article reports on similarities and differences in cultural styles of business negotiations, and on contrasts causing friction, suspicion and even failure in otherwise mutually beneficiary international joint ventures.