The following excerpt listed below is reprinted here with permission. It is a very interesting article with some absolute gems when it comes to considering the cultural implications in any international dealings. It’s also very long and dry like most research. I would NOT recommend reading this baby unless you are committed to finishing it. Otherwise, make sure you sitting on a comfortable couch…… (I suggest printing this one and digesting it in small doses).
The pervasive impact of culture on international negotiations[1]
The primary purpose of this section is to demonstrate the extent of cultural differences in negotiation styles and how these differences can cause problems in international business negotiations. The reader will note that national culture does not determine negotiation behavior. Rather, national culture is one of many factors that influence behavior at the negotiation table, albeit an important one.[2] For example, gender, organizational culture, international experience, industry or regional background can all be important influences as well.[3] Of course, stereotypes of all kinds are dangerous, and international negotiators must get to know the people they are working with, not just their culture, country, or company.