Abstract
AbstractThis entry reviews research on intercultural communication in international negotiations through the perspectives of the individual negotiator, the interactions between and among negotiators, and the phenomenology of culture in the time frames of past, present, and future. Past research has focused on individuals' values and norms, negotiator styles and behavioral adjustment, and culture as a relatively static characteristic that creates clashes and barriers to mutual understanding. Present studies address cognitive schemas and communication experience as well as situational factors at the individual level, negotiation process and consensus building during interactions, and culture as a dynamic influence with many contextual moderators. Future research should include negotiator competence, identity, and improvisation; technology and coalition analysis during interactions; and culture as both a dynamic and multilevel phenomenon.
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