ABSTRACT

IN the 1990s, international business activity is flourishing. These jointventures, mergers, multinational corporations, and buying and selling ofinternational products and services involve negotiation. As Adler (1991) notes, "Negotiation is one of the single most important international business skills" (p. 182). Among U.S. corporations, 74% of those surveyed reported that the type of training most needed for their employees was in negotiation skills to be used with foreign businesses and governments (Harris & Moran, 1991). The importance of negotiation as an international activity is evidenced in the plethora of "how-to" articles and books available on negotiating with

people of other cultures. In this chapter we organize the literature currently available on cross-cultural and intercultural negotiation by examining trends in the literature and proposing future directions for research. We provide a framework for integrating the intercultural communication and negotiation literature to shed light on the critical issues facing intercultural negotiation research.