Managing Cultural Differences in International Business Negotiations

Business negotiation is crucial for the success of business transactions. Based on the belief that the success of international business negotiations not only concerns business factors, but also cultural elements, for one's culture influences his verbal and non-verbal behaviors as well as negotiation styles, conflicts in international business negotiations that may arise because of misunderstanding and misinterpretation in these areas are analyzed. It is suggested that in order to handle cultural differences in business negotiations, negotiators should learn more about their partners' communication rules, communication styles, conflict managerial styles, develop empathy and avoid overgeneralization. So that cultural differences can be minimized, successful negotiation can be gained and the profits of companies can be maximized.