JOURNAL ARTICLE

The Secret to Cross-Cultural Negotiations.

  • Published In: Harvard Business Review, 2025, v. 103, n. 2. P. 82 1 of 3

  • Database: Business Source Ultimate 2 of 3

  • Authored By: Falcão, Horacio; Wiegelmann, Thomas 3 of 3

Abstract

The article focuses on effective strategies for cross-cultural business negotiations amid increasing international market growth. It emphasizes that negotiators should avoid relying on cultural stereotypes and instead follow four key rules: focus on the individual rather than generalized cultural traits, clarify the counterpart’s intentions (whether collaborative or adversarial), co-create shared negotiation rituals instead of adapting unilaterally, and leverage differences in preferences to create mutual value. These guidelines aim to foster clear communication, trust, and flexibility, helping negotiators navigate cultural complexities and build stable, mutually beneficial agreements.

Additional Information

  • Source:Harvard Business Review. 2025/03, Vol. 103, Issue 2, p82
  • Document Type:Article
  • Subject Area:Business and Management
  • Publication Date:2025
  • ISSN:0017-8012
  • Accession Number:182913929
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