ABSTRACT
The prevalence and incidence of business negotiations among people from different countries and cultures has multiplied 20-fold over the last 20 yearsaccording to international trade watchers, even greater increases are expected in the future as emerging economies become key players in world markets. The latest international business analysis reports state that over 50 per cent of an international manager’s time is spent negotiating. A typical senior manager in the United States (US) business scene devotes at least a quarter of his/her working day negotiating.
