Chapter 14

Communication and Negotiation Styles

Communication, Negotiation, and Culture

During the communication process, information is encoded in a verbal or nonverbal message and is imparted by a sender to a receiver via some medium. Subsequently, the receiver decodes the message and gives the sender a feedback. In the same way, negotiation can be described as a back-and-forth communication process aimed at achieving an arrangement between two parties with some interests that might be shared or different.1 Since communication and negotiation are forms of social relations, they are likely to be influenced by national culture. Culture impacts communication and negotiation through its effects on all important components including interests, ...

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